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, companies need to focus on foundational problems, such as ineffective sales processes, lack of leadership involvement, and unclear behavioral objectives.

Throughout the episode, Kelly makes it clear that the goal of sales training should not be just to “get better,” but to enact specific, measurable behavior changes that will ultimately drive results. He challenges listeners to dig deep into their own sales processes, ask the right questions, and identify core issues before attempting any tactical training. This episode is essential for sales leaders who want to stop wasting time and money on ineffective training and start seeing real results.

Inside the episode:

• The mistake of scheduling sales training without identifying systemic issues
• Why tactical training fails without addressing foundational problems
• The critical importance of behavior change in effective sales training
• Identifying root causes using the "Five Whys" method
• The role of leadership in reinforcing training and creating lasting change

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

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 approaches. According to Hawkins, sales training must evolve to meet the changing expectations of today’s buyers, who are more informed and prefer to bypass salespeople when they don't add value.

The conversation also focuses on the importance of sales leaders moving from a directive style to a coaching approach. Hawkins shares his experience working with organizations to map the buyer’s journey and tailor sales strategies accordingly. By focusing on delivering value at every touchpoint, sales teams can create better outcomes and lasting relationships with their customers. This episode challenges listeners to rethink traditional methods and embrace more customer-centric strategies that align with modern sales dynamics.

Key topics discussed:

• The Ineffectiveness of Traditional Sales Training and Why It Fails
• The Changing Role of Buyer Behavior and Its Impact on Salespeople
• The Shift from Product-Centric to Customer-Centric Sales Approaches
• The Importance of Microlearning for Modern Sales Teams
• Why Coaching Is Essential for Driving Long-Term Sales Success

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

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 build authenticity and rapport.

He dives into how social proof, or what he calls "third-party selling," can replace these empty claims with concrete, believable narratives. By teaching salespeople to focus on real customer success stories, Riggs argues that you can differentiate your company, establish trust, and create more meaningful sales interactions. If you’re tired of watching your sales efforts go up in smoke, this episode provides actionable strategies to put out that "dumpster fire" and improve your team’s approach to selling.

This episode is packed with practical advice for salespeople and sales managers alike, encouraging listeners to rethink their approach to customer conversations and leverage real-world examples to boost credibility.

In this episode:

Why clients don’t believe your people's sales claims, and how it backfires

Understanding the concept of social proof and third-party selling

How to effectively leverage success stories in sales conversations

The difference between a generic claim and a compelling story

Next-level sales training: immersing salespeople in customer success

The importance of capturing and using client testimonials in sales training

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