Kelly Riggs is a business performance coach and founder of the Business LockerRoom. A former national Salesperson of the Year and serial entrepreneur, Kelly is a recognized thought leader in the areas of sales, management leadership, and strategic planning. He serves clients ranging from small, privately held companies to Fortune 500 firms. Kelly 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.”
By Kelly Riggs | Sales + Leadership
There are certain things that average salespeople do over and over that can kill a sale. I know because I’ve done most of them. For some, I’ve been guilty many times. [I’m not hopeless, but I am slow.] Turns out, however, it’s not just me; most every salesperson makes these same mistakes. Which is sad because every single one of the seven things listed below can be fixed immediately.
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By Kelly Riggs | Sales + Leadership
OK, so you’re wondering what in the world job descriptions could possibly have to do with engagement, right? Let’s start with the fact that job descriptions are more of a legal tool than anything. And, truth be told, with the exception of a cameo role in the hiring process, the standard job description is rarely used anywhere else! Which means they are simply a way to filter resumes by comparing needed skills sets with what is presented by the candidate.
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By Kelly Riggs | Sales + Leadership
The truth is, when the troops can’t do without you — when you cannt take a vacation because the place will fall apart — both your work and personal life can get ugly. You never seem to have enough time to get to the truly important things, and team performance is necessarily going to suffer. It will suffer now because you’re the bottleneck in a system that limits the team’s output, and it will suffer later because you fail to develop the talent underneath. That failure will inevitably result in long-term employee disengagement, mediocre performance, and – no joke – health issues.
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By Kelly Riggs | Sales + Leadership
There are quite a few professions that have a complete aversion to the idea of selling.
Accountants, bankers, engineers, doctors – they generally don’t want to sell. They certainly don’t want to be called salespeople. In fact, they don’t even want their names in the same sentence with the word “selling.”
Let’s just call them what they are: Sales-Haters.
Unfortunately, in the very next breath these same professionals want to know how they can increase business, survive the economy, defeat the competition, and win more projects.
Seriously?
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