Why Your Sales Team Is Underperforming And How to Fix It

Why Is Your Sales Team Underperforming, and How Can You Fix It? In this episode of Sales [UN]Training, Kelly Riggs explains why sales managers struggle to address performance issues and how effective leadership, clear expectations, and accountability can transform sales team performance.

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Sales performance problems are inevitable, but ineffective management can make them worse. From micromanagement and frustration to unclear expectations and inconsistent accountability, many sales leaders rely on approaches that fail to create lasting behavior change.

In this episode, Kelly Riggs breaks down the three major causes of performance problems: aptitude, attitude, and access. He explains how to identify the real issues affecting your salespeople and why simply telling employees to improve is not the same as effective coaching.

Kelly also explores why micromanagement damages trust, how anger and frustration fail to correct performance issues, and why many managers struggle to hold employees accountable.

One of the most important lessons in this episode is the power of setting crystal-clear expectations. Sales managers must define the desired results, communicate deadlines, and establish consistent consequences when expectations are not met.

In this episode, you'll learn:

✅ The three major causes of sales performance problems, aptitude, attitude, and access.

✅ Why micromanagement can damage trust and push high-performing salespeople away.

✅ How to set clear expectations for sales activities, responsibilities, and results.

✅ Why frustration and anger are not effective leadership strategies.