In this episode of Sales [UN]Training, Kelly Riggs takes sales leaders inside the real engine of sales performance: coaching that creates meaningful adjustments in real time. Rather than simply teaching new skills and hoping they stick, Kelly explains how true coaching mirrors elite athletics — observing, correcting, and refining behaviors as they occur in the "game" of a sales call. He walks through the difference between training new concepts and coaching during live execution, highlighting why most salespeople fall into repetitive habits without someone watching closely enough to help them change course.

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Drawing from both sports and decades of front-line sales leadership, Kelly breaks down four essential adjustments every sales leader should look for during calls. These include helping salespeople become proactive with common objections, pushing them to explore beyond surface-level answers, preventing them from flipping into "selling mode" too early, and strengthening their emotional intelligence so they can maintain composure when conversations turn tense.

He also shares personal stories of coaching that shaped his own career — from game-planning calls to the powerful "curbside coaching" method that accelerates a salesperson's growth immediately after the meeting. Sales leaders will gain practical steps for raising their credibility, increasing their influence, and building trusting relationships that make real coaching possible.

If you want more consistent performance, better conversations, and salespeople who adjust instead of repeating the same mistakes, this episode delivers the roadmap.

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