Most salespeople say they want to improve, but never actually change—and sales leaders let them off the hook. Kelly explains how mindset, repetition, and the absence of deadlines are sabotaging your team's potential.

You hear it all the time: “I want to get better at sales.” But the truth? Most salespeople won’t change—and most sales leaders don’t know how to make them. In this episode, Kelly breaks down the harsh reality of why sales training fails: because it relies too heavily on exposure and doesn’t build in accountability, coaching, or clear expectations.

He outlines the three root causes behind the failure to change—momentum, mindset, and lack of confidence—and why vague coaching like “get serious” or “make more calls” won’t move the needle. You’ll hear the role of repetition, specific practice, and why deadlines matter just as much as the skill itself.

Sales managers, if you're frustrated by your team’s lack of follow-through, this one’s for you. Kelly pulls no punches as he lays out how to actually build a sales team that improves week over week—not just one that listens to another training video.

Plus, he opens up limited slots to book 30-minute calls for anyone facing a specific sales challenge. It’s real talk for real change—and your wake-up call to rewire your sales brain.

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

Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is joined again by Jeff Bajorek to tackle the real issue: why sales organizations fail to execute—even when they know what to do.

ChatGPT joins the show (yes, literally) to offer insight into how AI can help close the “knowing-doing” gap. Jeff discusses how he uses ChatGPT to uncover blind spots, rehearse tricky calls, and pressure test sales strategies before taking them to market. Kelly and Jeff go beyond the hype to show how AI isn't just another tool—it can become a true thinking partner.

You'll hear exactly how to set up ChatGPT for cold call roleplay, overcome price objections, and get reps consistent, meaningful practice in the final 15 minutes of every workday. Plus, Kelly lays out what separates strong sales leaders from the rest—and how they can use AI to build a culture of continuous improvement.

This episode is packed with tactical advice and mind-bending ideas. Whether you're a VP of Sales or a frontline manager, this one’s worth a listen.

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

Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s lack of engagement might just be your fault.

Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it’s because sales leadership is dropping the ball.

In this episode of Sales [UN]Training, Kelly pulls no punches. He lays out why traditional sales training often turns into a total dumpster fire, how sales leaders are enabling it, and what it actually takes to build a high-performance sales culture. From setting clear expectations during hiring, to eliminating excuses for skipping training, to understanding the difference between exposure and behavior change—Kelly breaks down why engagement starts at the top. You'll hear exactly what role coaching plays, why notebooks should be mandatory, and how to create real accountability around learning. He even offers a pro tip for using books to level up your team (without boring them to death).

If you’ve ever said “we tried training, but it didn’t work,” this episode is a wake-up call. Leadership isn’t about control—it’s about clarity, standards, and consistency. And it starts with you.

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