When Sales Leaders Are the Weak Link in Sales (Part 1)

Nov 27, 2023

In this thought-provoking episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a crucial yet often overlooked aspect of sales training: the role of sales leaders. Kelly opens by confronting a harsh reality - sales leaders can be the weak link in sales training. He argues that despite their responsibility to develop salespeople's skills and outcomes, many leaders make critical mistakes that hinder the effectiveness of sales training.

Kelly emphasizes the substantial investment in sales training ($70 billion annually in the U.S.) but points out the low percentage of elite salespeople (5%), highlighting a systemic issue in sales training and development. He asserts that the problem lies in how salespeople are trained and developed, attributing much of this to the attitudes and practices of sales leaders.

Throughout the episode, Kelly identifies three critical mistakes made by sales leaders:

1. Mindset: Riggs challenges the defeatist attitudes often adopted during economic downturns. He criticizes leaders who use the economy as an excuse for poor performance, urging them to foster a culture of resilience and opportunity-seeking, irrespective of external conditions.

2. Skills Development: He observes that sales leaders often 'tell' rather than 'coach', lacking in providing practical, hands-on guidance. Kelly advocates for a more involved approach, where leaders actively engage in developing the skills of their team through practice and repetition, rather than just giving instructions.

3. Process and Planning: Kelly notes a significant gap in strategic planning and execution. He emphasizes the need for detailed, account-level plans to bridge gaps between projected and actual sales figures, criticizing leaders for not requiring or assisting in such detailed planning.

Kelly's narrative is not just critical but also constructive, as he provides actionable insights and strategies for sales leaders to rectify these mistakes. He underscores the importance of a mindset shift, enhanced coaching techniques, and rigorous planning processes to improve sales outcomes.

The episode serves as a wake-up call for sales leaders, urging them to reevaluate their approaches and adopt more effective strategies to boost their teams' performance.

Timestamped Show Notes:

• [0:00] Introduction: The Harsh Truth About Sales Leaders in Training
• [6:43] Mistake 1: Mindset Issues Among Sales Leaders
• [16:34] Strategies for Overcoming Critical Mistakes by Sales Leaders
• [26:27] Mistake 2: Ineffective Skills Development and Coaching
• [29:35] Closing Remarks and Episode Wrap-up

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 @dougbranson