Sales leaders often claim they don’t have time for one-on-one meetings—but what if skipping them is costing you more time and revenue? In this episode, Kelly Riggs breaks down why structured 1:1s are a game-changer for coaching, accountability, and building a high-performance sales culture.

Time is the number one excuse sales leaders give for avoiding one-on-one meetings with their team—but what if these meetings could actually save time and dramatically improve performance? In this episode, Kelly Riggs challenges the common objections sales managers have about 1:1s and makes the case for why they are an essential (and often overlooked) leadership tool. He shares insights from his own sales management journey and explains why reactive leadership—constantly putting out fires—only creates more chaos.

Kelly walks through the key elements of an effective 1:1, including the critical questions you should ask to drive pipeline growth and performance. He also warns against turning these meetings into simple status updates, instead emphasizing their potential for coaching, problem-solving, and relationship-building. If you're tired of underperformance and firefighting, this episode is for you! Plus, Kelly offers a free copy of his book One-on-One Management: What Every Great Manager Knows That You Don’t.

🎧 Listen now and start leading smarter.

📩 Want a free book? Email Kelly at [email protected]

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