Sales [UN]Training

Most sales professionals believe relationships drive revenue—but too many confuse familiarity with credibility. In this episode of Sales [UN]Training, Kelly Riggs sits down with keynote speaker and sales veteran Chris Cummins to unpack why credibility is the first and most important sale every salesperson makes. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly and Chris challenge the idea that knowing a prospect's hobbies or personal details equals trust. Instead, they outline a practical, disciplined approach to earning credibility by doing meaningful homework, asking better questions, and demonstrating a real understanding of a prospect's world. From researching industries and competitors to using personalized video outreach, Chris shares the exact methods he uses to stand out before a sales conversation even begins. The conversation also tackles a major blind spot in sales: what happens after the deal closes. Chris explains why most salespeople disappear post-sale—and how showing up anyway creates stronger relationships, more referrals, and expanded opportunities. Kelly reinforces why sales leaders should rethink how they train teams to lead with credibility instead of product pitches. This episode is packed with real examples, sharp contrasts to common sales behavior, and practical insights sales VPs can apply immediately. If you want your team to stop sounding like everyone else and start being seen as trusted partners, this conversation will reframe how you think about selling. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Are you accidentally sabotaging your sales culture by promoting your top producer into a management role they aren't ready for? It's a classic B2B sales blunder: taking your best Account Executive off the field and expecting them to suddenly excel at sales coaching, performance management, and strategic leadership without a playbook. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs challenges the industry-standard "battlefield promotion" and explains why traditional sales leadership hiring consistently produces poor results. If you're a Sales Director looking to scale or a Sales Manager struggling with the transition from "doing" to "leading," this episode is your wake-up call. Inside This Episode: The Gallup Gap: Why research shows that most organizations promote the wrong people into leadership roles 80% of the time—and the specific "talent vs. skill" trap you need to avoid. The Firefighter Blueprint: A look at the unconventional leadership model fire departments use to ensure their leaders can perform under pressure before they get the badge. Building Your Sales Management Framework: How to create a Sales Leader Guidebook that defines clear expectations, role-based coaching scenarios, and measurable performance assessments. The Individual Contributor Pivot: Understanding the fundamental shift in mindset required to move from hitting a personal quota to driving team-wide revenue growth. Stop "recycling" underprepared managers and start building a high-performance sales culture based on preparation and process. Whether you are currently leading a team or have your sights set on a VP of Sales role, Kelly provides the roadmap to ensure your next promotion is a success, not a statistic. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Sales presentations don't fail by accident—they fail by design. In this episode of Sales [UN]Training, Kelly Riggs breaks down why most solution presentations sound the same, feel unconvincing, and consistently fall short of winning decisions. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing on decades of observing real sales calls and role-play sessions, Kelly explains how traditional sales training creates predictable mistakes. Salespeople are taught to master the product, build a slide deck, and "go sell"—which leads directly to unstructured presentations, feature overload, and conversations with the wrong people in the room. The result? Confused prospects, delayed decisions, stalled deals, and shrinking win rates. Kelly walks through the most common presentation failures, including winging it without a plan, relying on PowerPoint as a crutch, and dumping features instead of guiding decision makers. He also highlights the real objective of a solution presentation: creating a clear, compelling connection between what the prospect needs and what the solution uniquely delivers. This episode is a wake-up call for sales leaders who assume good discovery calls and product knowledge automatically translate into effective presentations. Kelly makes the case that salespeople must be trained—intentionally—on how to prepare, structure, and deliver individualized solution conversations that stand out from competitors. If your team's presentations sound interchangeable, feel scripted, or struggle to move deals forward, this episode will challenge how you think about sales training—and show you where the breakdown really starts. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Why do so many capable salespeople fall short of their revenue goals—even after extensive sales training? In this episode of Sales [UN]Training, Kelly Riggs challenges the idea that success in selling is driven primarily by personality, charisma, or natural talent. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining While selling skills matter, they only produce results when supported by three foundational habits that consistently successful salespeople share. First, elite performers plan everything. From prospecting to discovery calls to territory management, they don't leave outcomes to chance. A clear plan creates focus, efficiency, and more time in front of customers. Second, they execute that plan with discipline. Kelly explores why time—not effort—is a salesperson's most valuable asset and how distractions quietly sabotage results. He outlines how intentional execution, not longer hours, leads to predictable quota attainment and confidence in the number.  Finally, the habit that sustains long-term success: continuous learning. The most consistent producers are relentless learners who reflect on every call, catalog lessons, and build a deep base of real-world expertise. They don't rely on product knowledge alone—they bring insights, best practices, and perspective clients actually value. This episode is a practical reset for sales professionals and leaders who want consistency instead of peaks and valleys. If you're building a sales culture—or trying to level the playing field against more "naturally gifted" competitors—this conversation delivers a clear roadmap for sustained performance. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most critical challenges sales leaders face—hiring the right kind of salesperson. While many resumes look impressive on paper, the truth is that three out of four salespeople are failing to meet revenue goals, and one of the biggest reasons is misaligned roles. Kelly breaks down the essential distinction between "hunters" and "farmers," explaining why a top performer in one role may fail miserably in another. Drawing on personal experience as a sales leader and even a surprising ride-along with law enforcement, Kelly reveals how hunting is as much a mindset as it is a skill set. He shares how to probe during interviews to uncover whether a candidate has truly created opportunities from scratch—or simply thrived on inbound leads. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Learn why vague expectations set salespeople up for failure and how crystal-clear role requirements can dramatically reduce costly hiring mistakes. From the importance of identifying hunters early, to the tactics you can use to confirm whether a candidate has both the drive and skills for growth, this episode is packed with insights for sales leaders who want to stop wasting money on the wrong hires. Whether you're building a team from the ground up or looking to strengthen your existing sales force, this episode will equip you with practical strategies to identify, attract, and retain the kind of sales talent that drives real growth. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson

In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most costly and overlooked problems in sales leadership: unprepared sales calls. He opens with a jarring truth that most leaders already suspect—salespeople are practicing on customers because they aren't being coached consistently, and the price companies pay for that lack of preparation is enormous. Kelly breaks down the real role of a sales leader, contrasting true coaching with the technical "support work" that consumes so many managers' calendars. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly shares the lessons he learned from one of the most impactful sales managers in his career, illustrating why every call needs a clear objective, planned questions, and anticipated obstacles. He explains how great reps think ahead, rehearse their approach, and walk into conversations ready for objections, emotional curveballs, and the unexpected. You'll hear why rapport isn't the same as trust, how discovery should create genuine dialog, and how preparation helps salespeople remain calm, confident, and consultative. The episode also highlights the importance of curbside coaching after calls—how to reinforce what went well, isolate areas for improvement, and teach reps to observe signals they currently miss. Ultimately, Kelly shows why preparation and coaching aren't optional—they're the foundation for developing capable, independent performers who no longer need a manager to "run the call." Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Consistency and predictability — according to Kelly Riggs — are the true holy grail of selling, and in this episode of Sales [UN]Training, he explains exactly how sales leaders can build both into their teams. Kelly starts by challenging the long-held belief that revenue is impossible to predict, arguing instead that the real issue is that most sales organizations lack a clear methodology for hitting their number. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining He introduces the first major discipline: creating a detailed, account-level plan that goes far beyond budgeting or forecasting. Kelly shows how true planning clarifies the exact opportunities required to hit quota, exposes revenue gaps early, and prevents salespeople from relying on chance. He then moves to the second discipline — executing the plan relentlessly. With classic reminders like "plan your work, work your plan," he emphasizes time management, distraction elimination, and the importance of structuring prospecting instead of squeezing it in "when there's time." But the third discipline is the one Kelly says separates predictable performers from everyone else: making every call a learning experience. Instead of rescuing deals, sales leaders should observe, coach, and guide reps through what they missed, what they executed well, and what to apply to the next opportunity. From wins to losses, each interaction becomes a coaching moment that accelerates long-term capability and capacity. Whether you lead a team or carry a quota, this episode offers a practical, repeatable approach to delivering results regardless of circumstances. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

In this episode of Sales [UN]Training, Kelly Riggs takes sales leaders inside the real engine of sales performance: coaching that creates meaningful adjustments in real time. Rather than simply teaching new skills and hoping they stick, Kelly explains how true coaching mirrors elite athletics — observing, correcting, and refining behaviors as they occur in the "game" of a sales call. He walks through the difference between training new concepts and coaching during live execution, highlighting why most salespeople fall into repetitive habits without someone watching closely enough to help them change course. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing from both sports and decades of front-line sales leadership, Kelly breaks down four essential adjustments every sales leader should look for during calls. These include helping salespeople become proactive with common objections, pushing them to explore beyond surface-level answers, preventing them from flipping into "selling mode" too early, and strengthening their emotional intelligence so they can maintain composure when conversations turn tense. He also shares personal stories of coaching that shaped his own career — from game-planning calls to the powerful "curbside coaching" method that accelerates a salesperson's growth immediately after the meeting. Sales leaders will gain practical steps for raising their credibility, increasing their influence, and building trusting relationships that make real coaching possible. If you want more consistent performance, better conversations, and salespeople who adjust instead of repeating the same mistakes, this episode delivers the roadmap. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

In this episode of Sales [UN]Training, Kelly Riggs confronts a topic many salespeople avoid: professionalism and its direct connection to credibility. Drawing from real research and decades of field experience, Kelly shows how first impressions influence trust long before a salesperson asks a single question. Whether you sell to blue-collar environments, executives, or high-stakes decision-makers, the way you present yourself—appearance, demeanor, language, and respect—signals your capability immediately. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Using a relatable doctor analogy, Kelly highlights how rushing into "solution mode" without understanding the full picture destroys trust and derails opportunities. He explains why prospects subconsciously evaluate whether you're credible, prepared, attentive, and professional far earlier than most salespeople realize. Kelly also breaks down the unforced errors that make salespeople look average: talking too much, selling too soon, neglecting preparation, and engaging prospects with casual or sloppy behavior that undermines confidence. Listeners will hear why the first call has only two real objectives: build credibility and create a meaningful business conversation. Kelly outlines how consultative questions, genuine curiosity, and disciplined pacing dramatically increase the likelihood of earning a second meeting. He also challenges sales leaders to recognize the clues that distinguish true professionals from pretenders. If you want to fast-track trust, elevate your presence, and eliminate costly credibility mistakes, this is an episode you can't afford to miss. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Most salespeople are using AI wrong—and it's showing. Kelly and guest Jeff Bajorek of Outbound Squad unpack how to stop getting generic junk from ChatGPT and start using it to actually improve your sales game. Salespeople love shortcuts—but AI isn't one. In this episode of Sales [UN]Training, Kelly is joined by Jeff Bajorek to dismantle the lazy approach most reps are taking with ChatGPT. Spoiler: If your prompts are weak, your outputs will be worse. Jeff shares how he pulled the most common AI prompts from sales pros—and why they're failing to move the needle. You'll hear the top 10 things reps are asking AI to do (hint: it's mostly their job), and the smarter way to leverage the tool. They break down why ChatGPT is not a better Google and how it can become your best practice partner. Jeff walks through how he's using AI for personalized role play—complete with real-time feedback, tone analysis, and escalating difficulty levels. No awkward team huddles, no judgment—just pure reps. Kelly jumps in with stories from the field, how he's spotting AI in job candidate submissions, and why using AI to "act human" might backfire if you're not ready for the follow-up questions. If you're a VP of Sales or a frontline manager wondering how to integrate AI into your training without dumbing things down—this episode is your roadmap. Plus, Kelly closes with a reality check: AI is here to handle the tasks that aren't human, so your people can do what only humans can—build real trust and relationships. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining   Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson

Stop letting your salespeople practice on customers and wondering why they fail under pressure. This episode explains how to adopt the pro sports model of repetitive practice and coaching to build skills that stick. Why do three out of four salespeople fail to meet their revenue targets? The problem isn't the salespeople; it's the training model. We let our teams "practice on customers", a strategy that would get any professional sports coach fired. This episode explores what sales leaders must learn from the high-performance training models used by pro sports teams. Kelly contrasts the typical "exposure" model of sales training—a one-off kickoff meeting or seminar with no follow-up, repetition, or coaching —with the athletic model of daily, repetitive practice. Athletes don't start with a full-pads scrimmage. They break down skills into individual components (like a receiver catching one-handed balls), then practice them in small groups (like 7-on-7 drills), building habits through repetition. This is the only way to move a skill from "conscious incompetence" (knowing you're not good at it) to "unconscious competence" (flawless execution under pressure). If you're tired of your team developing bad habits and failing under duress, it's time to embrace real practice, like role-play. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining   Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Kelly celebrates two years of transforming how professionals think about sales — and tackles one of the biggest questions in the business world: why is selling so hard? Drawing from decades of experience, Kelly unpacks the long list of skills every salesperson must master — from systems and product knowledge to industry fluency, customer psychology, and competitive strategy. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining But it doesn't stop there. Kelly explains how companies unintentionally make the job harder through poor onboarding, unrealistic expectations, and one-off "event" training that quickly fades away. He highlights how many organizations still perpetuate outdated sales stereotypes — focusing on product pitches instead of developing professionals who listen, adapt, and solve problems. Sales is not a fallback career — it's one of the most complex, performance-driven roles in business. And while great salespeople thrive on challenge, true success depends on leaders who prepare and support them the right way. If you lead a sales team or want to understand what separates elite performers from the rest, this episode is a must-listen. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson 

Stop pitching at the first buying signal and learn the real secret to effective selling: listening. Discover the critical questions you're not asking—like "how do you feel?"—that unlock the motivations, emotions, and information needed to build trust and win the deal.  Salespeople are trained to talk, not to listen. We load them with product knowledge and then wonder why they commit the ultimate amateur mistake: pouncing on the first potential buying signal with a full-blown product pitch. This approach doesn't build trust; it breaks it. In this finale of a three-part series on listening, Kelly Riggs exposes the real secret to becoming a great listener. It's not just about asking good questions; it's about having the emotional intelligence to explore the details behind the first answer. You will learn that the ability to be a truly effective listener is predicated on one overlooked skill: preparation. When you are prepared, you can get out of your own head and stop thinking about what to say next, allowing you to genuinely tune in. This episode provides concrete examples of the powerful questions most salespeople are afraid to ask—including the simple shift from "what do you think?" to "how do you feel?"—to uncover a prospect's true motivations. Finally, learn why making assumptions is so dangerous and why clarification is the critical final key to understanding what your prospect really means. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining   Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Most salespeople think they're great listeners—but Kelly Riggs says they're wrong. In this episode of Sales [UN]Training, Kelly explores the critical difference between "hearing" and "listening to learn." Using lessons from psychology and real-world sales experience, he reveals why too many reps focus so hard on pitching that they miss what's actually being said. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly draws from "The Invisible Gorilla" experiment to illustrate how attention blindness ruins sales calls, then shares the concept of "staying in the moment"—a key sales competency proven to predict success. You'll learn why amateur salespeople ask fact-based questions, how pros create dialogue instead of interrogation, and why curiosity and empathy are the true foundations of effective selling. From sidewalk coaching to trade show mistakes, Kelly breaks down the traps every salesperson falls into—and exactly how to avoid them. If you've ever wondered why your prospects go silent or why your "great product pitch" fell flat, this episode is a masterclass in what to actually listen for. Tune in, take notes, and start rewiring your sales brain today. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

In this episode of Sales [UN]Training, Kelly Riggs tackles one of the most overlooked skills in sales—listening. Most sales calls are dominated by the salesperson's voice, leaving little room to learn what really matters to the buyer. Kelly explains why that's a critical mistake and how asking the right questions is the foundation of every successful sales conversation. Through relatable stories and sharp analogies, including one comparing listening to a car's transmission, Kelly illustrates how true sales effectiveness comes from curiosity, not chatter. He exposes why traditional training fails—focusing too much on talking about the product instead of discovering what the customer actually values. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Listeners will learn how to shift from "listening to reply" to "listening to understand," how curiosity drives connection, and why rapport doesn't come from swapping stories but from making people feel genuinely heard. Kelly also shares practical advice on retraining sales teams to lead with thoughtful questions and resist the urge to sell on the first call. If you're ready to rewire your sales brain and close more deals through better conversations, this episode will show you exactly where to start. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

In this episode of Sales [UN]Training, host Kelly Riggs tackles one of the most critical challenges sales leaders face—hiring the right kind of salesperson. While many resumes look impressive on paper, the truth is that three out of four salespeople are failing to meet revenue goals, and one of the biggest reasons is misaligned roles. Kelly breaks down the essential distinction between "hunters" and "farmers," explaining why a top performer in one role may fail miserably in another. Drawing on personal experience as a sales leader and even a surprising ride-along with law enforcement, Kelly reveals how hunting is as much a mindset as it is a skill set. He shares how to probe during interviews to uncover whether a candidate has truly created opportunities from scratch—or simply thrived on inbound leads. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Learn why vague expectations set salespeople up for failure and how crystal-clear role requirements can dramatically reduce costly hiring mistakes. From the importance of identifying hunters early, to the tactics you can use to confirm whether a candidate has both the drive and skills for growth, this episode is packed with insights for sales leaders who want to stop wasting money on the wrong hires. Whether you're building a team from the ground up or looking to strengthen your existing sales force, this episode will equip you with practical strategies to identify, attract, and retain the kind of sales talent that drives real growth. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Kelly and Lee Salz break down why most salespeople fail at the very first meeting — and what to do instead. They uncover how playbooks, meaningful value, and emotional engagement can change the sales game. In this episode of Sales [UN]Training, host Kelly Riggs sits down with best-selling author Lee Salz to tackle one of the most overlooked — and costly — challenges in sales: the first meeting. Lee, author of The First Meeting Differentiator, explains why so many salespeople lose before they've even had a chance to win. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Together, Kelly and Lee explore why traditional training fails, why most sales meetings are forgotten within days, and how sales leaders can create reinforcement strategies that actually stick. They dig into the power of a documented sales playbook, the importance of shifting from a "discovery" mindset to a consultation mindset, and why providing meaningful value in every interaction is the key to earning a second meeting. Lee also reveals why emotional connection — not logic alone — drives buying decisions, and how salespeople can avoid the trap of product pitching. From understanding the forgetting curve, to developing target client profiles, to creating a true "deal foundation" in the very first meeting, this episode is packed with insights that every sales VP and frontline rep needs to hear. If you've ever wondered why hard-won opportunities stall, or why first meetings rarely turn into long-term relationships, this conversation offers a practical framework you can put to use immediately. Don't miss this timely and practical guide to transforming your first meetings into real business wins. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

Kelly breaks down why selling is truly a competition and why there's no reward for second place. In this episode of Sales [UN]Training, he shares four ways sales teams "play the game" and how mindset separates the elite from the average. Selling isn't just a job—it's a competition, and Kelly wants to make sure you're playing to win. In this episode of Sales [UN]Training, Kelly challenges the conventional view of sales training and asks a critical question: are you preparing your team to truly compete, or just to participate? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly unpacks the unique reality of selling—there are no prizes for second place. Through powerful analogies and hard-hitting examples, he outlines the four ways salespeople play the game: showing up to play, playing to win, playing to win at all costs, and playing not to lose. Each mindset carries consequences, and only one creates consistent winners. Beyond strategy, Kelly explores the crucial role of mindset in sales success. Drawing parallels from elite athletes, he shows how mental conditioning, resilience, and the ability to learn from every win and loss are what propel salespeople into the top 5% of performers. Leaders, he argues, must go beyond assigning tasks—they must coach, train, and cultivate a culture of excellence rooted in competition and growth. If you're a sales leader looking to transform your team, or a salesperson ready to shift from "showing up" to competing at the highest level, this episode delivers the insight and challenge you need. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson  

How long does it really take for a new salesperson to become competent? Kelly Riggs challenges the myths, shares data on failure rates, and lays out a framework that sales leaders can actually use. How long should it take for a brand-new salesperson to reach competency? If you ask ten sales leaders, you'll get ten different answers—ranging anywhere from weeks to years. In this episode of Sales [UN]Training, Kelly Riggs pulls apart the debate and examines the critical milestones that determine whether a new hire becomes productive or becomes part of the 75% who never make it. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly exposes the overconfidence many managers place in "experienced hires" and highlights why resumes, industry connections, and product familiarity often fail to translate into actual selling ability. He shares eye-opening stats: only 1 in 20 salespeople are truly elite, while the vast majority struggle. From there, he introduces the "Four Buckets" every salesperson must master—systems and processes, product knowledge, industry context, and the actual skills of selling. But here's the twist: training that overloads product details without real-world context slows development dramatically. Kelly provides a pro tip that accelerates onboarding—immersing new hires with satisfied customers so they can connect product knowledge with real experiences and stories. This method not only builds competence faster but also arms salespeople with authentic credibility when meeting prospects. If you're a VP of Sales or sales leader frustrated by long ramp times and inconsistent performance, this episode is packed with blunt truths and practical strategies you won't want to miss. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson

Stop trying to incrementally improve a broken system. Discover why radical, Deion Sanders-style transformation is the only way to fix the systemic issues holding your sales team back from explosive growth. We're on a short summer break. New episodes will return in September. In the meantime enjoy this episode in honor of College and NFL football returning. This episode originally aired on October 2nd, 2023. Most sales leaders believe they can transform their team's results, but the data shows three out of four teams fail to consistently grow year-over-year. The truth is, you can't transform your sales team—at least not in the way you've been trying. Incremental changes and minor tweaks won't fix the deep, systemic issues that lead to mediocrity and high turnover. Lasting change requires a radical overhaul, and most leaders simply don't have the stomach for it. This episode explores what it truly takes to engineer a massive turnaround. Drawing a powerful parallel to Deion "Coach Prime" Sanders' controversial but effective reconstruction of the Colorado Buffaloes football program, Kelly Riggs explains why you might need to change everything—your people, your culture, and your expectations. You'll examine the three core pillars of a successful sales organization: acquiring unique talent, developing radically focused leadership, and implementing bulletproof processes. Forget putting a band-aid on a major health problem. This is your guide to diagnosing the underlying causes of poor performance and executing a strategy that creates disproportionate, sustainable results. Are you ready to do the hard work required to win? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining   Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.  Get more Kelly: www.BizLockerRoom.com.  Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.  Music and Editing by Pod About It Productions @dougbranson