Why do so many salespeople miss their numbers—even after training, reporting, and CRM rollouts? Because too often, sales leaders are solving symptoms instead of real problems. In this episode of Sales [UN]Training, Kelly shares a powerful metaphor that starts with chronic back pain but lands squarely on why your team isn’t performing. You’ll hear the three root causes that are likely sabotaging your revenue—people, planning, and prospecting—and why each one matters more than any new tactic, tool, or motivation play.

Kelly unpacks why visibility reports and CRM systems don’t move the needle unless your team is having the right conversations with the right people. He breaks down why objection handling, product knowledge, and closing skills won’t matter if your reps aren’t doing great discovery or consistently prospecting. Plus, he challenges the feel-good “action bias” that tricks sales managers into thinking they’re leading when they’re really just papering over cracks.

If you’re tired of investing time and money into training that doesn’t move the needle—or frustrated by a team that has a few stars and too many underperformers—this is the episode for 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