Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition, and the absence of deadlines are sabotaging your team's potential.

You hear it all the time: “I want to get better at sales.” But the truth? Most salespeople won’t change—and most sales leaders don’t know how to make them. In this episode, Kelly breaks down the harsh reality of why sales training fails: because it relies too heavily on exposure and doesn’t build in accountability, coaching, or clear expectations.

He outlines the three root causes behind the failure to change—momentum, mindset, and lack of confidence—and why vague coaching like “get serious” or “make more calls” won’t move the needle. You’ll hear the role of repetition, specific practice, and why deadlines matter just as much as the skill itself.

Sales managers, if you're frustrated by your team’s lack of follow-through, this one’s for you. Kelly pulls no punches as he lays out how to actually build a sales team that improves week over week—not just one that listens to another training video.

Plus, he opens up limited slots to book 30-minute calls for anyone facing a specific sales challenge. It’s real talk for real change—and your wake-up call to rewire your sales brain.

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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