In this special compilation episode of Sales [UN]Training, Kelly Riggs dives into the recurring pitfalls that sales leaders face when building and managing teams, featuring insights from Paul Fuller and Robin Burr. From the ill-fated decision to promote top-performing salespeople into managerial roles to the lack of structured training for new sales leaders, Kelly doesn’t hold back. He explains why most great salespeople are poorly equipped for leadership, lacking essential coaching and team-building skills, and how this misstep can lead to a “dumpster fire” of lost talent. “We assume great salespeople will make great managers—that is a serious dumpster fire assumption,” Kelly states. He underscores the importance of defining clear goals, prioritizing coaching over micromanaging, and fostering a culture of accountability.

The episode also highlights practical strategies to avoid these mistakes, such as redefining onboarding processes and aligning performance management with long-term growth rather than quick fixes. Joined by guests sharing real-world insights, including the importance of consistent training and thoughtful hiring practices, the discussion drives home how a strong foundation in leadership skills can transform a sales team. If you’ve ever struggled with turnover, onboarding, or meeting quotas, this episode is a masterclass in avoiding the costly errors that hold teams back. Tune in to rethink your approach to sales leadership.

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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 Pod About It Productions @dougbranson