Tag Archives for " Change "

The Sad State of Sales Training

By Kelly Riggs | Sales + Leadership

The vast majority of sales training is incredibly ineffective. Not because much of what is claimed to be “sales” training is actually just “product” training. Not at all. Instead, just looking at actual sales training – that is, training designed to improve selling skills – the evidence is clear. It is enormously ineffective. That’s not only my opinion based on 25 years of observation, it is consistent with extensive research on the effectiveness of salespeople.

Continue reading

The Arrogance of Experience

By Kelly Riggs | Sales + Leadership

All things being equal, when faced with a “very important” task, most companies will choose a person with successful experience to take it on. Whatever that task looks like – a big project, an important new customer, a critical product launch – most leaders will choose experience to get the job done. No question about it, experience counts. Until it gets arrogant. The arrogance of experience can be quite costly.

Continue reading

4 Amateur Mistakes Great Salespeople Avoid

By Kelly Riggs | Sales + Leadership

If you’re a salesperson who has been struggling this past year, the New Year provides the opportunity to start over. However, next year will actually just be more of the same if you continue to practice some of the bad habits you’ve acquired. These amateur mistakes are never committed by top-drawer salespeople because they’ve learned (usually first-hand) how damaging they are.

Continue reading

The Leading Indicator of Sales Failure

By Kelly Riggs | Sales + Leadership

If there is one comment or habit that is an indicator of future sales failure or mediocrity, this is it: “I don’t have time.” Learning is the preventative maintenance of the selling profession. It is the only predictable remedy for falling revenue and compensation erosion.

Continue reading