Sales [UN]Training

Crush Your Number #3: How Sales and Operations Can Drive Future Wins with Rich Gaffney, Sentry Equipment

In Part 3 of the Crush Your Number series, Kelly sits down with Rich Gaffney, VP of Commercial Operations at Sentry Equipment, to explore how aligning sales with operations can drive both short-term wins and long-term success. Rich shares his insights from over 20 years of experience leading sales teams, emphasizing the critical role of integrating sales with backend functions like engineering and manufacturing. In this episode, Rich and Kelly discuss why sales teams often fail when they operate...

Sales Training Dumpster Fire #3: Promotion Without Preparation

In this third installment of the “Sales Training Dumpster Fires” series, Kelly Riggs dives deep into one of the most persistent and problematic issues in sales management: promoting top salespeople to management roles without proper training or preparation. Kelly argues that many companies are making a critical mistake by assuming great salespeople will naturally make great managers. As he puts it, “You lose your best salesperson and, most of the time, you get a mediocre sales manager.” Kelly ex...

The Missing Piece in Sales Training: Whatever Happened to Goal-Setting?

In this episode of Sales [UN]Training , Kelly delves into the crucial role of goal setting in driving sales performance. He explains how setting high, specific goals that align with personal motivators can significantly outperform the traditional approach of simply assigning sales quotas. Drawing on his early experiences with iconic sales figures like Zig Ziglar and personal anecdotes, Kelly highlights the power of written goals and their ability to elevate performance. His unique approach to le...

Stop Talking, Start SELLING | Sales Training Dumpster Fire #2

In Part 2 of the Sales Dumpster Fires series, Kelly tackles one of the most common and frustrating mistakes in sales: talking too much. As he explains, this issue is often a result of poor sales training that focuses too heavily on product knowledge and not enough on creating meaningful customer engagement. Kelly argues that salespeople are trained to fill every silence with information, overwhelming prospects with facts and data rather than listening and asking insightful questions. He breaks d...

Stop Training for the Sake of Training: How to Fix the REAL Sales Problems

In this episode of Sales [UN]Training , Kelly examines one of the most common yet flawed approaches to sales training: training for the sake of training. He explains how many sales organizations rush to implement training as a quick fix for low revenue or flat sales without properly identifying the root causes. Kelly emphasizes that tactical sales training—like learning how to handle objections or close more deals—barely addresses deeper systemic issues. To create real, sustainable change, compa...

RE-AIR: Why Traditional Sales Training No Longer Works: Insights from Graham Hawkins, founder SalesTribe

This episode originally aired on April 22nd, 2024 In this episode of Sales [UN]Training , host Kelly Riggs talks with Graham Hawkins, founder of SalesTribe , about why traditional sales training often misses the mark. Hawkins explains how his extensive research into modern buyer behavior revealed that most sales training programs are outdated and ineffective. He highlights the need for a shift toward microlearning and continuous development, rather than the conventional one-size-fits-all approac...

Sales Training DUMPSTER FIRE #1: Salespeople Making Generic Claims

In this episode of Sales [UN]Training, host Kelly Riggs kicks off the "Dumpster Fire" series by addressing one of the biggest issues in sales training: generic claims. Riggs highlights how generic, unprovable statements like "we have the best quality" or "our service is unbeatable" erode trust and credibility with potential clients. Through his direct and engaging style, Riggs explains why these claims fail and shares a much more effective approach—using real success stories from clients to buil...

Crushing Your Number #2: Chris Lancaster, VP Sales at Spectrum Paint

In this episode of Sales [UN]Training, host Kelly Riggs sits down with Chris Lancaster, VP of Sales for Spectrum Paint, in the second installment of the "Crushing Your Number" series, talking to real people making real sales decisions every day. Chris, with over 25 years of experience in the paint and coatings industry, shares his journey from salesperson to VP, highlighting the challenges and triumphs of managing a large sales team across multiple locations. The conversation delves into the com...

RE-AIR: Training Salespeople to Be Believable

Kelly will be back next week with Part 2 in his series Crush Your Number, talking with real salespeople about real sales problems. Until then, enjoy one of our most popular episodes on training salespeople to be believable. Is it even possible? In this episode of Sales [UN]Training, Kelly examines critical issue of trust in sales, exploring why salespeople are often not believed by prospects. Riggs highlights alarming statistics showing that salespeople are trusted as little as lawyers and polit...

Are You Training Your Salespeople to Play the Long Game? Building relationships over time.

In this episode of Sales [UN]Training, host Kelly Riggs discusses how to "play the long game" in sales relationships, a crucial yet often neglected aspect of effective selling. Kelly emphasizes the importance of nurturing long-term relationships with potential clients, even when immediate sales are not on the horizon. He challenges the traditional notions of relationship-building in sales, urging salespeople to move beyond superficial interactions and instead focus on consistently providing valu...

3 Numbers That are KILLING Your Sales Training. Battling the "Forgetting Curve."

In this episode of Sales [UN]Training , host Kelly Riggs explores the critical importance of understanding the "Forgetting Curve" in sales training. He breaks down the alarming statistics behind the numbers 50, 70, and 90, which represent the percentage of information forgotten by trainees after an hour, a day, and a week, respectively. Kelly emphasizes that without proper reinforcement, most of the time and resources spent on sales training are wasted, as the material quickly fades from memory....

Crushing Your Number: Inside Stories from America's Top Sales Minds - Brian Key, Multivac USA

In this episode of Sales [UN]Training, host Kelly Riggs kicks off a series with real sales leaders by featuring Brian Key, Director of Aftermarket Sales at Multivac USA. With 16 years of experience, including the last four in leadership, Brian shares his insights on the challenging process of hiring and training top-tier sales talent. He discusses the difficulties of finding candidates who not only look good on paper but also align with the company’s values and have the discipline to focus on pr...

3 Assumptions That Sabotage Sales Performance for Managers and Professionals

In this episode of Sales [UN]Training, host Kelly Riggs addresses the dangerous assumptions sales leaders often make when hiring and evaluating their teams. Kelly identifies three critical assumptions that can undermine a sales force: believing past success and industry experience guarantee future performance, assuming salespeople can effectively manage pipelines, and thinking they have strong planning and organizational skills. He emphasizes the importance of rigorous hiring processes, objectiv...

Why do Salespeople Show Up Unprepared?

In this episode of Sales [UN]Training, host Kelly Riggs dives deep into the critical topic of sales call preparation. Drawing from his extensive 40-year experience in sales and sales training, Kelly highlights the alarming trend of salespeople showing up unprepared, leading to ineffective sales calls that meander aimlessly. He discusses how proper preparation can prevent the common pitfall of focusing solely on the seller’s agenda rather than addressing the customer’s needs. Kelly emphasizes the...

Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process

In this special compilation episode of Sales [UN]Training titled “Sales Process Playbook: 7 Key Insights on Training, Coaching, and Executing a Sales Process,” Kelly Riggs delves into the often overlooked but crucial concept of the sales process. Joined by esteemed guests Dave Kurlan from Objective Management Group and David Newman, author of Do It! Selling , Kelly draws parallels between football strategies and sales fundamentals, emphasizing the importance of mastering the basics. The discussi...

Training Salespeople to Be Believable: Avoiding the Beauty Pageant Sales Approach

In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical issue of trust in sales, exploring why salespeople are often not believed by prospects. Riggs highlights alarming statistics showing that salespeople are trusted as little as lawyers and politicians, raising the question of whether traditional sales training is to blame. He critiques the common sales approach where representatives immediately boast about their products and services, which makes them indistinguishabl...

Sales Coaching vs. Sales Training: A Playbook on the Future of Sales Training

In this compilation episode of Sales [UN]Training, Kelly Riggs shares his best insights into the crucial distinction between sales coaching and sales training, highlighting how effective coaching can be the key differentiator for successful sales organizations. The episode features strategies from industry expert Dave Kurlan, founder of Objective Management Group, who underscores the shortcomings of traditional sales training, which often focuses too heavily on product knowledge rather than unde...

REAIR: The Future of Sales Leadership: Insights from Alex McNaughton of Grw AI

Kelly Riggs sits down with Alex McNaughton, co-founder and co-CEO of Grw AI, to dissect the persistent issues plaguing the sales industry. McNaughton shares his journey from a young salesperson at 19 to an influential leader in the AI-driven sales management space. Together, they explore the staggering statistics revealing that 75% of salespeople are failing to hit their numbers and discuss the systemic causes behind this crisis. The conversation delves into the critical gaps in sales training a...

Training Salespeople IMPOSSIBLE?? It Is If You Don't Change Your Mindset

In this episode of Sales [UN]Training, host Kelly Riggs tackles the challenging question: Can salespeople truly be trained? Kelly confronts the widespread belief that great salespeople are simply born, not made, by highlighting the critical role of mindset in successful sales training. Drawing on his extensive experience and research, Kelly argues that without the right mindset, even the best training programs will fall short. He compares the complexities of selling to martial arts and language ...

7 Keys to Better Mindset Training: The Mindset Playbook

In this episode of Sales [UN] Training, Kelly Riggs hosts a discussion on the importance of mindset in sales success. But he doesn't do it alone! Kelly brings in top industry experts to share their insights. David Newman, Author of 'Do It! Selling' explains how mindset influences sales outcomes more than tactics. Graham Hawkins, Founder of SalesTribe , emphasizes the need to change beliefs before behaviors in sales. Jeff Bloomfield, Author of 'NeuroSelling' , discusses the pivotal role of unders...

Role Play and the Power of White Space

In this episode of 'Sales [UN]Training,' Kelly Riggs is talking about one of his favorite topics - role play. Would a sports team play against another team without having practiced? Of course not, and neither should sellers. He discusses common objections, the benefits of live practice, and shares insights on how to properly implement role play. He stresses the need for coaching and continuous practice to develop better sales skills and achieve higher performance. Follow the audio podcast and wa...

The Prospecting Playbook: 7 Insights on Prospecting and Training from Sales [UN]Training

In this special compilation episode of Sales [UN]Training, host Kelly Riggs presents “The Prospecting Playbook,” featuring seven of his best insights on the art of prospecting. Kelly dives deep into why prospecting is essential for sales success, addressing common pitfalls like mindset, structural issues, and targeting strategies. He emphasizes the importance of going beyond small opportunities and stresses personalized outreach as a crucial component for effective prospecting. Kelly also shares...

Mastering Sales Culture Is The Key to High Performance Teams

Today on Sales [UN]training, Kelly describes one of the easiest ways to create a high performing team - culture. He demystifies the creation of a great sales team with three key steps and explains the critical role of culture in determining organizational success and the common misconceptions about it. Through practical examples, he illustrates how consistent standards, clear expectations, and rigorous practice like role play are essential for building a top-notch sales team, and the importance ...

Do You Prepare Your Salespeople for Chaos? VUCA...training to think and make decisions in complex environments.

In this episode of Sales [UN]Training, Kelly Riggs explores the challenges salespeople face in today’s volatile, uncertain, complex, and ambiguous (VUCA) marketplace. He talks about the importance of deeper discovery, emphasizes the importance of adaptive performance, effective questioning, and practical training techniques like role-playing. Kelly also discusses the need for sales leaders to cultivate critical thinking and emotional intelligence, moving beyond traditional product-focused traini...

Mastering the Language of Your Customer In Sales

In this episode of Sales [UN]Training, Kelly Riggs is talking about language. Why is there a disconnect that happens so often between salespeople and a buyer? Kelly puts it simply. The majority of salespeople are taught the language of product, not the language of the customer. Drawing parallels between communicating in a foreign country and effective sales strategies, he argues for a customer immersion approach. This method involves understanding and speaking the language of business to better ...

The Most Important Thing In Sales - Opportunities Drive Sales

In this episode of Sales [UN]Training, Kelly Riggs reveals the most important thing in sales. The most important thing is opportunity, and what is the one thing that creates opportunity? Yeah, you might not like the answer, but prospecting is the key to creating that most important thing, because it turns leads into opportunities. And yes it may be a bit of a dirty word, because it's often the most laborious part of a seller's job. But three-quarters of salespeople fail due to lack of high-quali...

Sales Is a Competition, Why Waste Time on Sales Pretenders?

On today's episode, Kelly is here to make it clear that sales is indeed a competition, and there are no second place trophies. But fear not, he has four foundational principles to implement inorder to play at the top of the sales game. He gets into strategies for developing a winning sales team, the importance of continuous training, and the necessity of fostering a high-performance culture. Kelly advises on why and how to remove underperformers and set clear expectations to transform salespeopl...

The First Thing to Do Differently in Sales Training

How to Solve Your Biggest Sales Headache

In this episode of Sales [UN]Training, Kelly Riggs get to the root cause of many sales problems and it all comes back to people. The systemic issues plaguing sales teams often comes down lackadaisical approach to hiring and the prevalence of mediocrity in sales. Finding the right people is HARD, making coaching your B and C players to A level work is more critical than ever! He stresses the necessity of adopting a more rigorous and strategic hiring process to consistently onboard high-caliber ta...

The ONE Thing Sales Leaders DON'T Do That's Killing Sales

In this episode of Sales [UN]Training, host Kelly Riggs tackles a pervasive issue in sales management: the lack of active, on-the-field engagement between sales leaders and their teams. Riggs emphasizes the critical need for sales managers to step away from their desks and directly participate in sales calls with their representatives. He reminisces about his early days in sales management, highlighting the importance of "ride-alongs," where managers would accompany salespeople on client visits ...