The market’s unpredictable—but your sales team still has a number to hit. Kelly outlines 3 must-do actions for sales leaders navigating tariffs, inflation, and buyer hesitation.

Interest rates. Tariffs. Economic chaos. Sales leaders are facing real headwinds—but does that give your team a free pass?

In this episode of Sales [UN]Training, Kelly lays it out plain: leading in tough economic conditions requires more than empathy. It demands clarity, consistency, and the kind of mindset that refuses to let external chaos derail performance. If you're fielding complaints about supply chains, pricing pressure, or budget freezes, this episode is your wake-up call.

Kelly breaks down 3 non-negotiables every sales leader must put into practice when uncertainty is high:

1. Spend more time in the field – drop the spreadsheets, hit the calls.

2. Get obsessive about planning – strategy is oxygen in a downturn.

3. Audit your language – stop feeding excuses and start setting tone.

You’ll also hear a story from Kelly’s media sales days that proves a simple change in meeting cadence and mindset can completely change results—even in a down market. The bottom line? You’re either reinforcing a culture of ownership or enabling one of excuses.

This isn’t a motivational speech. It’s a tactical guide for leaders who don’t want to get left behind.

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