Why do so many capable salespeople fall short of their revenue goals—even after extensive sales training? In this episode of Sales [UN]Training, Kelly Riggs challenges the idea that success in selling is driven primarily by personality, charisma, or natural talent.

This episode originally aired January 12th, 2026. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

While selling skills matter, they only produce results when supported by three foundational habits that consistently successful salespeople share. First, elite performers plan everything. From prospecting to discovery calls to territory management, they don't leave outcomes to chance. A clear plan creates focus, efficiency, and more time in front of customers.

Second, they execute that plan with discipline. Kelly explores why time—not effort—is a salesperson's most valuable asset and how distractions quietly sabotage results. He outlines how intentional execution, not longer hours, leads to predictable quota attainment and confidence in the number.

Finally, the habit that sustains long-term success: continuous learning. The most consistent producers are relentless learners who reflect on every call, catalog lessons, and build a deep base of real-world expertise. They don't rely on product knowledge alone—they bring insights, best practices, and perspective clients actually value. This episode is a practical reset for sales professionals and leaders who want consistency instead of peaks and valleys. If you're building a sales culture—or trying to level the playing field against more "naturally gifted" competitors—this conversation delivers a clear roadmap for sustained performance.

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, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pressure, to tackle one of the biggest frustrations in sales leadership—why training so often fails to produce results.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs opens with a hard truth: most sales managers are overwhelmed, undertrained, and pulled in too many directions to focus on what actually drives performance. Steven builds on that idea by explaining how lack of focus—not lack of effort—is the real issue holding teams back.

The conversation highlights a critical flaw in most organizations: sales training is treated as an event instead of a system. Without reinforcement, coaching, and accountability, even the best training quickly fades. Kelly emphasizes that leaders who fail to reinforce training are essentially wasting their investment.

Steven also breaks down the danger of "hero managers"—those who step in to close deals instead of developing their people. While it may feel productive in the moment, it ultimately creates dependent teams that can't perform without constant intervention.

Another key theme is the idea of "exposure vs. mastery." Too many organizations mistake introducing a concept for actually building skill, skipping the repetition and practice required for real improvement.

Finally, the episode explores the power of focus through Steven's "Three Things" framework, helping sales leaders prioritize what truly matters in a high-pressure environment.

If you're a sales leader looking to improve performance, build stronger teams, and stop wasting time on ineffective training, this episode delivers a clear path forward.

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, Kelly sits down with Adam Boyd to challenge one of the most common beliefs in sales: that teams struggle because they can't close. The reality is far more complex—and far more fixable.

Kelly opens the conversation by exposing a hard truth: most "closing problems" are actually symptoms of deeper breakdowns earlier in the sales process. From weak discovery to poor qualification, sales teams often fail to uncover what truly matters to the buyer. When that happens, deals stall, objections rise, and price becomes the only remaining lever.

Adam expands on this by explaining how discounting is often a signal—not a solution. When salespeople haven't built a compelling reason to buy, they default to cutting price, eroding both margin and perceived value. The discussion also highlights how many reps ask too few questions, miss key stakeholders, and fail to understand risk from the buyer's perspective. The conversation then shifts to talent and leadership. Adam makes the case that training alone won't fix performance issues if the underlying talent isn't there. Kelly reinforces this by pointing out the critical role of coaching, noting that even the best training fails without strong sales leadership. Finally, they tackle the importance of process—why hiring better people won't help if there isn't a clear, consistent system for execution.

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