Selling has always been a high-pressure profession, but not all pressure is created equal. In this episode of Sales [UN]Training, Kelly Riggs examines the fine line between productive urgency and the kind of stress that quietly erodes sales performance, confidence, and consistency.

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Kelly explains how pressure affects the brain, why a little can sharpen performance, and why too much leads to cognitive decline, poor decisions, and erratic selling behavior. You'll learn the early warning signs that stress is damaging execution—including skipping steps in the sales process, rushing to quote, incomplete discovery, and increased ghosting from buyers.

For sales leaders, this episode delivers a clear challenge: stop passing pressure straight downhill. Kelly outlines why reinforcing executive stress only magnifies performance problems and how filtering pressure is a core leadership responsibility. He also addresses one of the most common leadership failures—vague, nonspecific direction—and explains why clarity around expectations, behaviors, and outcomes is essential when urgency increases.

The episode closes with a powerful insight drawn from real leadership experience: confidence comes from capability. Kelly shares how training, coaching, and time in the field equip salespeople to handle pressure without breaking down—and why teams with higher capability outperform others when the stakes are highest.

If you lead a sales team and want stronger execution without burnout, this episode delivers practical guidance you can apply 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