Teaching Sales Leaders to Coach

Host Kelly Riggs explores why 90% of sales managers struggle with coaching and distinguishes actual skills-based coaching from routine deal reviews . The episode breaks down how sales leaders can master behavioral observation, overcome fundamental coaching mistakes, and build an ironclad mindset in their sales reps .

Why do three out of four salespeople fall short of their revenue goals ? In this episode of Sales Untraining, host Kelly Riggs dives deep into the critical difference between managing daily transactions and actually coaching salespeople to perform autonomously . Backed by Objective Management Group data, Kelly highlights a startling reality: 90% of sales managers are weak in coaching competencies, and 72% of what leaders label as coaching is merely deal reviews, pricing assistance, or administrative support . When executed effectively and consistently, true coaching can unlock top-line revenue increases between 28% and 43% .

Riggs outlines the practical framework sales leaders need to bridge this gap . You will learn why true coaching requires direct behavioral observation, effective questioning using "what" and "how" instead of accusatory "why" prompts, and focusing on one core skill at a time rather than overloading reps . The conversation also covers key traps to avoid, such as using criticism as a substitute for coaching or expecting reps to master new skills without ongoing roleplay and repetition .

Finally, the episode tackles the often-ignored concept of coaching mindset . Selling is inherently tough, and reps frequently struggle with rejection, failure, and corporate friction . Learn how sales leaders can stop validating excuses, build accountability, and foster the mental resilience required to hit targets consistently.