Why do organizations invest billions of dollars in sales training every year while win rates and quota attainment continue to disappoint? In this episode of Sales [UN]Training, Kelly Riggs examines the biggest reason traditional sales training fails to produce meaningful, lasting results.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly explains why one-time seminars, kickoff meetings and information-heavy training sessions rarely create new habits. Simply exposing salespeople to new concepts isn't enough. Real improvement requires repetition, coaching and consistent reinforcement that helps sales professionals apply new skills in real customer conversations.

The discussion also explores why modern selling is far more complex than following a scripted presentation. Every buyer, opportunity and sales conversation is different, making adaptability one of the most valuable skills a salesperson can develop. Kelly outlines why sales managers must spend less time acting as the "super salesperson" and more time developing their people through intentional coaching.

You'll also hear a practical coaching process that sales leaders can begin using immediately, including how to prepare before customer meetings, observe without taking over during sales calls and conduct effective post-call coaching conversations that reinforce learning.

If you're a Sales VP, sales manager or business leader looking to improve quota attainment, increase win rates and develop a stronger sales culture, this episode provides practical ideas you can put into action with your team right away.

Stop relying on training events alone and start building a coaching culture that creates confident, adaptable salespeople who continue improving long after the training session ends.

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 managers love dashboards, reports, and KPIs—but are they measuring the numbers that actually improve performance?

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

In this episode of Sales [UN]Training, Kelly Riggs uses an unexpected comparison to the NFL to explain why some statistics predict success while others simply record history. Looking at championship football teams, Kelly identifies the key performance indicators coaches prioritize and shows how those same concepts apply to sales leadership.

You'll learn why managing lagging indicators and activity metrics often produces disappointing results, and why a structured sales plan creates a much stronger foundation for consistent growth. Kelly also explains how common sales "turnovers" cost organizations deals every day, why advancing qualified opportunities through the sales process is similar to converting third downs, and how improving your "red zone efficiency" can dramatically increase win rates.

The conversation also explores one of the biggest mistakes sales organizations make inside their CRM systems: bloated pipelines filled with opportunities that have little chance of closing. Kelly shares practical guidance on identifying high-value opportunities, eliminating wasted effort, and helping salespeople spend more time pursuing business that meaningfully impacts revenue.

Whether you're a sales VP, sales manager, or business owner responsible for coaching a team, this episode provides a fresh framework for evaluating performance, developing better coaching habits, and focusing your organization on the metrics that truly influence results.

If you've ever wondered which sales numbers deserve your attention—and which ones are distracting your team—this episode offers a practical perspective you can put to work immediately.

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 qualified prospects still choose not to buy—even after hearing a compelling presentation and a strong ROI story?

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

In this episode of Sales [UN]Training, Kelly Riggs welcomes behavioral science expert Matt Szczurek, author of The Hidden Yes, for a conversation about the psychology behind customer decision-making. Rather than adding more features, benefits, or discounts, Matt explains why top-performing salespeople first identify the psychological barriers keeping buyers from moving forward.

Kelly and Matt break down the three most common mistakes sales professionals make: focusing too heavily on motivation instead of removing obstacles, relying on logical arguments instead of using context to shape perception, and implementing tactics before defining the behavioral outcome they want to achieve.

The discussion also explores two of the hidden barriers covered in Matt's research. You'll hear why uncertainty often becomes the biggest conversion killer, how small changes in messaging can dramatically improve results, and why reducing perceived effort can make customers far more likely to act.

Throughout the episode, Kelly connects these concepts to real-world sales leadership, showing why traditional product training alone rarely changes behavior. If you're responsible for developing salespeople, improving conversion rates, or helping your team influence buying decisions more effectively, this conversation provides practical strategies backed by behavioral science and real case studies.

If you're ready to rethink how customers actually make decisions, this episode will challenge many long-held assumptions 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