In this episode of the Sales [UN]Training podcast, host Kelly Riggs welcomes Kevin Gaither, a seasoned sales leader and former VP of Sales at ZipRecruiter, to tackle the critical role of leadership in sales performance. They dive into why sales training often fails and how the responsibility for a team's success falls squarely on the shoulders of sales leadership. Gaither shares insights from his vast experience, emphasizing the importance of accountability, the dangers of blaming the economy for sales shortfalls, and the transformative power of adopting new sales methodologies and team structures in response to market shifts.

The discussion further explores the significance of managing inputs rather than outputs to drive sales team success. Gaither critiques common sales leadership practices, advocating for a focus on creating a sustainable team through repeatable and manageable inputs. He also shares candid lessons learned from his tenure at ZipRecruiter, including the pitfalls of a laissez-faire management style that led to inconsistent team performance. The episode is a deep dive into the essence of sales leadership, offering valuable strategies for sales leaders aiming to elevate their teams and drive exceptional results.

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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 and Pod About It Productions