Sales Reinvented
Paul Watts
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Master the People Side of Sales
On this episode, I'm joined by acclaimed author, speaker, and sales leader Kelly Riggs, founder of Business Locker Room Inc. We discuss the key steps to building high-performance sales teams and explore the art of effective coaching and talent development. Kelly also shares candid advice on understanding which metrics really matter, and his top dos and don'ts for leading a thriving sales organization. Outline of This Episode [03:12] Mentorship and constructive feedback [07:23] Advocating for one-on-one meetings [10:27] Sales coaching and meeting strategy [16:02] Analyzing and adjusting execution plans [18:26] Importance of role play in sales [22:40] Discussing leadership challenges and growth [24:29] Addressing leadership challenges The Power of Personal Development Reflecting on his own career, Kelly recalls the impact of leaders who invested in his personal development. When his manager gave honest feedback, genuinely believed in his abilities, and followed through with mentorship and growth opportunities, it was transformative. Nurturing talent matters more than simply executing tasks. Talent, Culture, and Leadership To create consistently exceptional sales teams, Kelly advocates a multi-pronged approach: Acquire Unique Talent: The foundation of any great team is attracting and hiring the right people. Many managers lack effective hiring methods, leading to underperformance. Develop Leadership: Every problem is a "leader problem,". Leaders are responsible for their team's outcomes, from hiring to training to results. Establish a Distinctive Culture: Success flows from leadership-driven culture—one that nurtures, challenges, and encourages continuous development. When you combine those 3 components, you get a unique culture, a unique leader, and unique talent. Having a great team is an afterthought. The results will follow automatically. The Essentials of Effective Sales Coaching Sales coaching is frequently misunderstood. People often conflate "Coaching" with pipeline reviews and technical support, activities that don't actually help people grow. Effective coaching builds skills through proximity and presence, like riding along on calls and holding structured one-on-one meetings. Kelly champions the weekly one-on-one: The typical one-on-one lasts about 30 minutes, and that conversation gives him and the salesperson everything they need to know. These meetings should follow a consistent structure focused on development, not merely on numbers or activity reviews. Technology and Its Role in Modern Sales While tools like AI and advanced CRM systems are valuable, Kelly cautions against treating them as replacements for human connection; they can be phenomenal tools that can be used to augment what a salesperson does. The best use of technology is to enhance efficiency—handling research, organization, and administrative tasks—while leaving the core work of influence and relationship-building to human professionals. Leading vs. Lagging Indicators Kelly challenges leaders to look beyond "lagging indicators" like quotas and closed deals, which only reflect the past. Instead, the focus should be on the plan that you have to grow and develop your territory—the actions, strategies, and forward-looking behaviors that actually drive outcomes. Managing these leading indicators lets managers course-correct before frustration and underperformance set in. Resources & People Mentioned The 5 Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders by Kelly Riggs Dale Carnegie Leadership Development Program Connect with Kelly Riggs Kelly Riggs on LinkedIn Kelly Riggs on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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