In this thought-provoking episode of Sales [UN]Training, Kelly Riggs dives into one of the most polarizing topics in sales: practice and role play. Why do salespeople, who are supposed to excel under pressure, shy away from practicing their craft? Drawing inspiration from Allen Iverson’s famous “practice” rant, Kelly dismantles common excuses sales teams use to avoid role play. He shares compelling analogies from sports, revealing how lack of preparation leads to missed opportunities, just like in football or basketball.

Kelly discusses how ineffective practices or lack of a defined sales process can sabotage success. He introduces three transformative steps for fostering a culture of practice in sales teams, including breaking down processes into repeatable steps and mastering the art of discovery through role play. With anecdotes and actionable strategies, this episode is packed with insights to help leaders rewire their sales teams for success. Tune in to uncover why the results you’re getting are exactly what you’re allowing—and how to change that.

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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