Kelly breaks down why selling is truly a competition and why there's no reward for second place. In this episode of Sales [UN]Training, he shares four ways sales teams "play the game" and how mindset separates the elite from the average.

Selling isn't just a job—it's a competition, and Kelly wants to make sure you're playing to win.

In this episode of Sales [UN]Training, Kelly challenges the conventional view of sales training and asks a critical question: are you preparing your team to truly compete, or just to participate?

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Kelly unpacks the unique reality of selling—there are no prizes for second place. Through powerful analogies and hard-hitting examples, he outlines the four ways salespeople play the game: showing up to play, playing to win, playing to win at all costs, and playing not to lose. Each mindset carries consequences, and only one creates consistent winners.

Beyond strategy, Kelly explores the crucial role of mindset in sales success. Drawing parallels from elite athletes, he shows how mental conditioning, resilience, and the ability to learn from every win and loss are what propel salespeople into the top 5% of performers. Leaders, he argues, must go beyond assigning tasks—they must coach, train, and cultivate a culture of excellence rooted in competition and growth.

If you're a sales leader looking to transform your team, or a salesperson ready to shift from "showing up" to competing at the highest level, this episode delivers the insight and challenge you need.

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