Three out of four salespeople are falling short, despite having mountains of available training content at their fingertips. In this episode, Kelly is joined again by Jeff Bajorek to tackle the real issue: why sales organizations fail to execute—even when they know what to do.

ChatGPT joins the show (yes, literally) to offer insight into how AI can help close the “knowing-doing” gap. Jeff discusses how he uses ChatGPT to uncover blind spots, rehearse tricky calls, and pressure test sales strategies before taking them to market. Kelly and Jeff go beyond the hype to show how AI isn't just another tool—it can become a true thinking partner.

You'll hear exactly how to set up ChatGPT for cold call roleplay, overcome price objections, and get reps consistent, meaningful practice in the final 15 minutes of every workday. Plus, Kelly lays out what separates strong sales leaders from the rest—and how they can use AI to build a culture of continuous improvement.

This episode is packed with tactical advice and mind-bending ideas. Whether you're a VP of Sales or a frontline manager, this one’s worth a listen.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

Sales training fails when it becomes a box to check instead of a culture to create. Kelly explains how sales leaders set the tone, and why your team’s lack of engagement might just be your fault.

Three out of four salespeople are missing quota. But it's not always because they're lazy, unmotivated, or disinterested—often, it’s because sales leadership is dropping the ball.

In this episode of Sales [UN]Training, Kelly pulls no punches. He lays out why traditional sales training often turns into a total dumpster fire, how sales leaders are enabling it, and what it actually takes to build a high-performance sales culture. From setting clear expectations during hiring, to eliminating excuses for skipping training, to understanding the difference between exposure and behavior change—Kelly breaks down why engagement starts at the top. You'll hear exactly what role coaching plays, why notebooks should be mandatory, and how to create real accountability around learning. He even offers a pro tip for using books to level up your team (without boring them to death).

If you’ve ever said “we tried training, but it didn’t work,” this episode is a wake-up call. Leadership isn’t about control—it’s about clarity, standards, and consistency. And it starts with you.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

You won the deal. Now what? Kelly explains why execution—not the close—is what separates pros from amateurs, and how being present after the sale sets you up for the next one.

You did the hard work. You prospected, qualified, presented, and closed. But if you think the job’s done, think again.

In this episode of Sales [UN]Training, Kelly sounds the alarm on one of the biggest threats to future business: poor execution after the deal is done. Winning the sale means nothing if your delivery and implementation process falls apart. Kelly walks through the critical steps every salesperson must take after the contract is signed—from maintaining contact during execution, to handling hiccups without throwing teammates under the bus, to building a branded delivery process that competitors won’t touch.

You’ll also hear why your customer’s experience matters more than the quality of your solution, and how salespeople can turn great execution into repeat business and internal referrals. If you're checking out after the signature, you’re lighting your next deal on fire.

🔑 In this episode:

• Why being “present” during delivery drives loyalty

• How to brand and sell your execution process

• What most reps get dead wrong about post-sale ownership

• The magic of proactive communication and follow-up

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

Why are so many sales teams built around underperformers? Kelly breaks down the hard truth behind marginal reps, the hamster-wheel excuses that keep them on payroll, and what it really takes to fix it.

Every sales leader has faced it: the likable but ineffective rep who never quite makes quota—and never quite gets fired. In this episode of Sales [UN]Training, Kelly hits the uncomfortable truth that most managers don’t want to confront: your loyalty to marginal performers is killing your team's performance.

Kelly walks through the excuses sales leaders give—“I don’t have time,” “They’re not that bad,” “I haven’t done enough”—and tears them down one by one. He explains how this inertia traps you on a hamster wheel of constant reactivity, leaving little time for what actually grows the business: developing A players and building a high-performance culture.

Got a specific sales challenge you can’t solve in a Slack thread or weekly meeting?

I’m opening up a few 30-minute, no-pitch consults to talk shop—off the record, outside the chain of command, and 100% focused on your world.

• No fluff

• No selling

• Just you, me, and the problem that’s costing you time and margin

📅 Book your time now at BLKR.co/30

Let’s fix what’s stuck.

You’ll also hear four hard diagnostic questions that reveal whether a rep belongs on your team, and a 3-step framework to ensure your development process actually drives results. Kelly doesn’t just talk sales strategy—he challenges you to lead like your job depends on it.

If you're ready to build a team that sells and stop babysitting those who don't, this is the episode you’ve been avoiding—and absolutely need to hear.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

Kelly and Jeff Bajorek team up with a unique guest—ChatGPT—to explore how AI can actually train sales reps. From role play to resilience, this episode challenges everything you thought you knew about sales development.

Together, the trio breaks new ground, asking whether AI can play a real role in sales development and coaching. Spoiler alert: the answer isn’t what you think.

The conversation pulls no punches. Kelly challenges ChatGPT on what it really knows about sales, drilling into topics like emotional intelligence, tactical skills, and the glaring flaws of traditional corporate sales training. Jeff puts ChatGPT to the test with questions about roleplay, personalization, and feedback loops—and is surprised by what he hears in return.

You’ll hear real insights into:

• How AI can help reps prep for cold calls, improve objection handling, and analyze conversations post-call.

• Why most sales training misses the mark by focusing on product instead of people.

• The irreplaceable human elements—empathy, intuition, timing—that AI can’t mimic.

If you're a sales leader who’s tired of hearing the same tired strategies and wondering how to get actual results from your team, this episode is for you. Stick around to hear Kelly’s plan for future roleplays with ChatGPT—and how sales pros can use this tool without losing their edge.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

Why do so many salespeople miss their numbers—even after training, reporting, and CRM rollouts? Because too often, sales leaders are solving symptoms instead of real problems. In this episode of Sales [UN]Training, Kelly shares a powerful metaphor that starts with chronic back pain but lands squarely on why your team isn’t performing. You’ll hear the three root causes that are likely sabotaging your revenue—people, planning, and prospecting—and why each one matters more than any new tactic, tool, or motivation play.

Kelly unpacks why visibility reports and CRM systems don’t move the needle unless your team is having the right conversations with the right people. He breaks down why objection handling, product knowledge, and closing skills won’t matter if your reps aren’t doing great discovery or consistently prospecting. Plus, he challenges the feel-good “action bias” that tricks sales managers into thinking they’re leading when they’re really just papering over cracks.

If you’re tired of investing time and money into training that doesn’t move the needle—or frustrated by a team that has a few stars and too many underperformers—this is the episode for you.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

The market’s unpredictable—but your sales team still has a number to hit. Kelly outlines 3 must-do actions for sales leaders navigating tariffs, inflation, and buyer hesitation.

Interest rates. Tariffs. Economic chaos.
Sales leaders are facing real headwinds—but does that give your team a free pass?

In this episode of Sales [UN]Training, Kelly lays it out plain: leading in tough economic conditions requires more than empathy. It demands clarity, consistency, and the kind of mindset that refuses to let external chaos derail performance. If you're fielding complaints about supply chains, pricing pressure, or budget freezes, this episode is your wake-up call.

Kelly breaks down 3 non-negotiables every sales leader must put into practice when uncertainty is high:

1. Spend more time in the field – drop the spreadsheets, hit the calls.

2. Get obsessive about planning – strategy is oxygen in a downturn.

3. Audit your language – stop feeding excuses and start setting tone.

You’ll also hear a story from Kelly’s media sales days that proves a simple change in meeting cadence and mindset can completely change results—even in a down market. The bottom line? You’re either reinforcing a culture of ownership or enabling one of excuses.

This isn’t a motivational speech. It’s a tactical guide for leaders who don’t want to get left behind.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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

Sales managers often dream about turning their best technical minds into sales machines—but more often than not, it falls flat. Why? Because it takes more than product expertise. In this episode of Sales [UN]Training, Kelly sits down with Kermitt Francis, a former auditor and coder turned Director of Business Development, who shares exactly what makes that rare technical-to-sales transition actually work.

Kermitt didn’t just memorize the features. He built relationships by caring more about the person than the pitch. His story is packed with practical insight: how to identify technical folks with sales potential, the three traits to look for before making the leap, and why most “big personality” reps crash and burn. You’ll also hear how Kermitt trains his team, how he uses personal experience to connect with clients, and how to keep your emotional energy steady through the highs and lows of sales.

This isn’t theory. It’s a masterclass in how empathy, listening, and genuine care create trust—and trust closes deals. If you’re looking for a new approach to building a sales team from your technical bench, this is your playbook.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

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