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
Learning ways to engage salespeople and find the means and methods to helping them reach their potential is always a topic worth exploring. I suspect that getting a salesperson into that perfect spot – “The Zone” – where they are completely engaged and getting the very best return on their invested time and energy is every sales manager’s objective.
Continue reading
By Kelly Riggs | Sales + Leadership
Keenan and Mike had some very interesting things to say about what prevents most companies from creating a high performance sales team – insight you probably don’t hear in most of the conversations on this topic.
Continue reading
By Kelly Riggs | Sales + Leadership
The truth is that the barrier to entry in almost any industry is typically very low. Competitive response is lightning quick. Market innovation arrives each day right along with the sunrise. To compound the problem, the deluge of information available to the customer often makes decision-making more difficult, not easier.
Continue reading
By Kelly Riggs | Sales + Leadership
What they need is a t-shirt that says, “I’M INSANE!” (You know…doing the same thing over and over…) And, if you’re that person’s sales manager, it might be that you’re insane, too. If you’re standing around letting the madness continue, you’re part of the problem. But that’s another post. If this sounds even vaguely like you (or one of your salespeople), let’s make a move towards solving this problem. Here are three concrete steps to help you gain control of your sales success.
Continue reading