Poor Sales? What Did You Expect?

In this episode of Sales [UN]training, host Kelly Riggs delves into the often overlooked aspects of hiring and training salespeople. Kelly challenges the traditional approach to hiring, asking the critical question: "What exactly are you hiring salespeople to do?" He argues that clarity in expectations and defining success are crucial to building a high-performing sales team.

Kelly also explores the importance of creating a culture of success within your sales team. He emphasizes the need for clear communication during the interview process, setting high standards, and providing structured guidance. If you're a sales leader looking to transform your team and crush your numbers, this episode is a must-listen. Kelly's insights will challenge your current practices and provide you with a roadmap to create a dynamic, results-driven sales team.

How well do you train your sales leaders? (1:41)

Do you know what you hired them to do? (3:44)

Keep score! Numbers are a part of the process. (6:18)

Getting people onboarded starts with the INTERVIEW process. (12:40)

Creating an employee scorecard (14:27)

There is no place to hide bad talent. (18:23)

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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.