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