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Sales [UN]Training: Daily Summaries Delivered
by Kelly Riggs & Pod About It Productions
Your weekly sales strategy guide that will rewire your sales brain to bust bad habits and crush your number. The way that companies train salespeople is broken. Host Kelly Riggs discusses what ACTUALLY works in sales with leading experts in our industry. Forget what you think you know about sales. It's time to train hard and play to win. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. 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. 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. His third book is the award-winning Counter Mentor Leader
Latest Episodes
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- Today35 min
5 Power Moves: Jeff Bajorek Interviews Kelly Riggs
What does it take to become a transformational sales leader? In this episode of Sales [UN]Training, Kelly Riggs turns the microphone over to Jeff Bajorek for a candid conversation about his brand new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explains why he wrote the book, how his years of experience working with sales leaders shaped its five power moves, and why he chose a narrative approach to make the lessons relatable and practical. The discussion explores the challenges sales managers face every day, including accountability, unclear expectations, and the difficulty of getting salespeople to execute consistently. Kelly breaks down the five power moves: creating clarity, conducting effective one-on-one meetings, using the coaching conversation, developing individual sales plans, and radically transforming onboarding. He explains how these practices connect, why accountability must be built into the leadership process, and why sales managers need courage to establish standards and address performance issues. The conversation also examines the relationship between trust, accountability, and culture, along with the importance of helping salespeople understand what is expected of them and how to execute. Kelly shares why managing a plan is more effective than simply managing numbers and why onboarding should consistently and predictably create successful salespeople. If you're a sales manager, sales VP, or sales leader looking for practical ways to improve team performance, this episode offers valuable leadership insights from Kelly's latest book. 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
- 1 weeks ago36 min
Teaching Sales Leaders to Coach
Host Kelly Riggs explores why 90% of sales managers struggle with coaching and distinguishes actual skills-based coaching from routine deal reviews . The episode breaks down how sales leaders can master behavioral observation, overcome fundamental coaching mistakes, and build an ironclad mindset in their sales reps . Why do three out of four salespeople fall short of their revenue goals ? In this episode of Sales Untraining, host Kelly Riggs dives deep into the critical difference between managing daily transactions and actually coaching salespeople to perform autonomously . Backed by Objective Management Group data, Kelly highlights a startling reality: 90% of sales managers are weak in coaching competencies, and 72% of what leaders label as coaching is merely deal reviews, pricing assistance, or administrative support . When executed effectively and consistently, true coaching can unlock top-line revenue increases between 28% and 43% <!---
- 1 weeks ago29 min
BEST OF: 3 Principles of Effective Sales Training
Sales training remains one of the largest investments organizations make, yet sales performance data continues to show disappointing results. Why are so many salespeople missing quota despite the abundance of training programs, technology, and sales tools available today? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines the disconnect between sales training investments and actual sales performance. Drawing on research, real-world examples, and years of experience helping organizations improve sales effectiveness, Kelly outlines the three bedrock principles that separate impactful sales training from programs that fail to create lasting results. First, Kelly explains why context must come before product knowledge. Rather than overwhelming salespeople with information, effective leaders help them understand how customers use products, the problems they solve, and the outcomes they create. Next, Kelly explores the importance of confirmation. Learning doesn't happen simply because information was presented. Through assessment, testing, and active recall, sales leaders can dramatically improve retention and identify learning gaps before they become performance problems. Finally, Kelly addresses consistency—the most overlooked component of sales development. From role play and coaching to call reviews and preparation, consistent practice is what transforms knowledge into habits and habits into results. Whether you're onboarding new salespeople, developing experienced reps, or leading an entire sales organization, this episode provides a practical framework for building a training culture that improves performance, strengthens retention, and creates better sales outcomes over time. If you're a sales leader looking to get more from your training investment, this episode offers a clear roadmap for doing exactly that. 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
- 3 weeks ago32 min
6 Sales Mistakes Hurting Your Team: STOP Selling Too Soon and START Coaching Better Salespeople
Sales is hard. Salespeople operate in a highly competitive environment, face constant pressure to perform, navigate different customers and opportunities, and deal with rejection and uncertainty. So why make the job even harder with avoidable mistakes? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs identifies six common "bonehead mistakes" that can create friction, resistance, and lost opportunities. He explains why salespeople often mistake rapport building for a real relationship, talk too much in an effort to control the conversation, and fail to ask the questions that uncover meaningful customer challenges. Kelly also examines the tendency to sell on the first call, lead with product too quickly, and jump on the first perceived opportunity before understanding whether there is a genuine fit. Another frequently overlooked mistake is failing to secure the next appointment before leaving the current conversation, allowing momentum to disappear. But the problem isn't only technique. Kelly explores how a salesperson's mindset can dramatically affect performance, particularly when rejection, fear, and pressure begin to influence how they approach customers. He challenges salespeople to stop treating customers as if they are inherently more important and instead recognize the value they bring to the conversation. For sales leaders, this episode offers an important reminder: developing salespeople means more than product training. Coaching, confidence, professional behavior, curiosity, and a consultative approach all play a role in helping salespeople perform at a higher level. If you lead a sales team, this episode will give you plenty to consider—and plenty to coach. 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
- 3 weeks ago24 min
What Salespeople Can Learn from Attorneys (Good and Bad)
What can sales professionals learn from trial attorneys? Quite a bit—especially when it comes to influence, discovery, trust, and the way customers perceive us. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs examines the uncomfortable similarities between attorneys and salespeople. Both professions operate in the business of influence, but the way information is presented can have a major impact on trust. Kelly explores what happens when salespeople emphasize the positives of their solutions while minimizing problems, limitations, delivery issues, or competitive weaknesses. When customers discover something their salesperson failed to disclose, the resulting perception can damage the relationship and potentially cost the deal. Kelly explains why transparency and proactive communication are critical to sales velocity, particularly when customers are making high-value decisions. He also challenges sales leaders to teach their teams how to avoid looking, acting, and sounding like stereotypical salespeople. The episode then turns to one of the most important skills in professional selling: discovery. Kelly explains why assumptions can destroy opportunities, why great salespeople remain tactically curious, and why asking follow-up questions is often more valuable than accepting a prospect's first answer. He also addresses the importance of role-play and coaching salespeople to develop better sales dialogue. The final lesson: don't turn discovery into an interrogation. Great questions require practice, curiosity, and genuine focus on the customer. 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
- Aug 17, 202627 min
Avoid Selling CHAOS! How To Turn "Change" Into Better Sales Performance.
Leading a sales team through change is one of the toughest responsibilities in sales leadership, yet it's a challenge every manager faces. Whether it's a new CRM, revised compensation plan, updated sales process, or organizational restructuring, change often creates uncertainty, resistance, and a temporary decline in performance. The question isn't whether change will happen—it's whether you're prepared to lead your team through it successfully. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly Riggs explains why change creates friction inside sales organizations and why even experienced sales leaders often underestimate its impact. Drawing from personal experience, Kelly shares a real-world example of how a poorly communicated compensation plan nearly tore apart a high-performing sales organization, illustrating how leadership—not the change itself—often determines the outcome. Kelly also outlines practical strategies every sales leader should use before introducing significant change. Learn why having a communication plan matters, how gaining the support of your top performers can influence the rest of the team, why pre-selling change reduces resistance, and how ongoing conversations help keep performance on track throughout the transition. Finally, Kelly discusses one leadership mistake that can permanently damage trust during periods of change: blaming the company instead of leading with confidence. If you want your sales team to embrace new initiatives faster, maintain productivity, and build stronger trust during organizational change, this episode offers practical leadership lessons you can begin applying 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
- Aug 10, 202627 min
Do You Consider the Impact of Change When You Train Your Salespeople?
Most salespeople spend countless hours learning their products and studying competitors, yet they often overlook the competitor that quietly wins more deals than anyone else: change. In this episode of Sales [UN]Training, Kelly Riggs explains why customers frequently choose to do nothing—even when your solution is objectively better—and why understanding the psychology of change can dramatically improve your win rate. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly breaks down how the human brain naturally resists disruption, why every purchase introduces risk, and how those concerns can extend buying cycles, strengthen incumbent vendors, or result in frustrating "no decision" outcomes. You'll learn why great presentations and compelling ROI alone often aren't enough when buyers are weighing operational disruption against future benefits. The episode introduces three critical dimensions every salesperson should evaluate in every opportunity: the customer's need to change, capability to change, and will to change. Kelly also shares practical questions that uncover hidden concerns before they become silent objections inside the buying committee. Finally, Kelly outlines practical strategies for reducing the perceived risk of change, including using customer success stories, preparing buyers for implementation, and helping prospects visualize a successful transition. Sales leaders will also hear why onboarding and coaching should include training on managing customer change—not just product knowledge—if they want more consistent wins. If you've ever lost a deal to "we've decided to stay with what we have," this episode will change the way you think 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
- Aug 3, 202629 min
The Typical Sales Call Disaster: How Sales Training Creates "Ghosting"
Why do customers so often stop responding after what seemed like a great first meeting? According to Kelly Riggs, the answer isn't bad luck—it starts with how most salespeople have been trained. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training, Kelly explains why the average sales call is remarkably predictable regardless of industry, product, or company. Rather than creating curiosity and urgency, salespeople often lead with company information, product features, and presentations that sound nearly identical to every competitor. The result is familiar to every sales professional: proposals that go nowhere, endless follow-up, delayed decisions, and eventually being ghosted. Kelly also explores the role sales training plays in creating this cycle. He argues that organizations spend enormous amounts of time teaching product knowledge while spending very little time developing consultative conversations that uncover what customers actually care about. Drawing on research and decades of coaching experience, he explains why elite salespeople ask better questions, create stronger dialogue, and earn trust by understanding the customer's business instead of focusing on their own products. Finally, Kelly shares practical ideas sales leaders can immediately apply, including learning directly from top customers, identifying why customers truly buy, and building conversations around operational challenges instead of product presentations. If you're responsible for improving sales performance, increasing win rates, or coaching stronger sales conversations, this episode offers actionable ideas to help your team stand apart from the competition. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining 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
About Sales [UN]Training
Your weekly sales strategy guide that will rewire your sales brain to bust bad habits and crush your number. The way that companies train salespeople is broken. Host Kelly Riggs discusses what ACTUALLY works in sales with leading experts in our industry. Forget what you think you know about sales. It's time to train hard and play to win. Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. 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. 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. His third book is the award-winning Counter Mentor Leader
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