When a top sales performer is elevated to a leadership role, the transition can often be turbulent and fraught with unexpected challenges. This scenario, common in the sales industry, reveals a critical oversight: the assumption that success in sales seamlessly translates to effective leadership. This belief overlooks the distinct skill sets required for leading a team, a theme that resonates deeply within the sales community.

In the latest episode of the Sales [UN]Training podcast, host Kelly Riggs delves into a topic that resonates deeply within the sales community: the precarious journey of transitioning top sales performers into leadership roles. Kelly lays out why this is such a challenge and what you can do to make sure your next hire doesn't have to be your next fire. 

The journey from a star salesperson to a successful leader is not straightforward. It requires more than just a stellar sales record; it demands emotional intelligence, the ability to influence, and, most importantly, the skill to nurture and develop others. Often, the attributes that make someone a great salesperson – like individual competitiveness and a focus on personal targets – do not necessarily align with the qualities needed in a leader, such as empathy, coaching ability, and a focus on team development.

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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 #sales #selling #salestraining