In this episode of Sales [UN]Training, host Kelly Riggs delves into the critical issue of trust in sales, exploring why salespeople are often not believed by prospects. Riggs highlights alarming statistics showing that salespeople are trusted as little as lawyers and politicians, raising the question of whether traditional sales training is to blame. He critiques the common sales approach where representatives immediately boast about their products and services, which makes them indistinguishable from each other and therefore not credible.

Riggs suggests that to gain trust, salespeople need to avoid generic claims and instead provide concrete, specific data and real-world examples that clearly differentiate their offerings. Riggs further explains that sales training often focuses too heavily on product knowledge rather than on teaching salespeople how to genuinely connect with prospects. He underscores the importance of presenting oneself as a professional consultant who understands the client’s business and can offer tangible solutions. This approach not only sets salespeople apart but also helps in building a trustworthy relationship with potential clients. Riggs advises that companies should rethink their sales training strategies to emphasize believability and specific, verifiable claims, rather than the usual, repetitive sales pitches that prospects have come to distrust.

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 Doug Branson and Pod About It Productions

In this compilation episode of Sales [UN]Training, Kelly Riggs shares his best insights into the crucial distinction between sales coaching and sales training, highlighting how effective coaching can be the key differentiator for successful sales organizations. The episode features strategies from industry expert Dave Kurlan, founder of Objective Management Group, who underscores the shortcomings of traditional sales training, which often focuses too heavily on product knowledge rather than understanding customer problems and developing practical selling skills. Kurlan argues that great sales coaching involves continuous, hands-on development and problem-solving, rather than just onboarding and product training.

The episode also features Graham Hawkins, founder of Sales Tribe, who discusses the under-appreciated role of sales coaches and how leaders often misinterpret coaching as merely giving directives. Hawkins and Riggs agree that true coaching requires creating an environment where salespeople can admit their weaknesses and work on them constructively. The conversation touches on the importance of role-playing, real-time practice, and the need for sales leaders to spend more time in the field with their teams. This episode is packed with actionable advice for transforming sales training into a more dynamic, supportive, and effective coaching process. For more insights, visit Objective Management Group and Sales Tribe.

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 Doug Branson and Pod About It Productions

Kelly Riggs sits down with Alex McNaughton, co-founder and co-CEO of Grw AI, to dissect the persistent issues plaguing the sales industry. McNaughton shares his journey from a young salesperson at 19 to an influential leader in the AI-driven sales management space. Together, they explore the staggering statistics revealing that 75% of salespeople are failing to hit their numbers and discuss the systemic causes behind this crisis. The conversation delves into the critical gaps in sales training and management, emphasizing that 95% of sales managers receive no formal training, leading to widespread inefficiencies and high turnover rates.

Alex sheds light on the importance of distinguishing between sales training and coaching, advocating for ongoing, real-time coaching rather than sporadic training sessions. He introduces Grw AI’s innovative approach, which utilizes AI to provide sales managers with tailored insights and support, enabling them to better manage and coach their teams. Kelly and Alex also address the flawed practice of promoting top salespeople into management roles without adequate preparation, highlighting the need for more discerning hiring practices and better training for aspiring sales leaders. This episode is packed with practical advice and forward-thinking strategies, making it a must-listen for anyone looking to improve their sales team’s performance and management efficiency.

Find out more about Alex McNaughton and Grw AI at grw.ai, and follow Alex on LinkedIn. Also, subscribe to his newsletter, The R Word, for more insights on revenue generation.

• Alex McNaughton’s Background: From starting in sales at 19 to co-founding GRW AI, and leading a sales consultancy and recruitment company.

• Systemic Issues in Sales: High failure rates among salespeople and sales managers, with root causes traced back to inadequate sales management training and lack of ongoing coaching.

• Distinguishing Sales Training from Coaching: Emphasizing the need for continuous, real-time coaching rather than infrequent training sessions.

• Flaws in Promoting Top Salespeople to Management: Discussing the common practice and its pitfalls, including lack of preparation and different skill sets required for sales leadership.

• GRW AI’s Innovative Approach: Utilizing AI to provide sales managers with insights and support, enabling them to better coach and manage their teams, thereby improving overall sales performance.

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 Doug Branson and Pod About It Productions