Identifying Sales Team Problems | Look For These Major RED FLAGS! - Sales Scenario Series
From Sales [UN]Training by Kelly Riggs & Pod About It Productions
March 9, 2026 · 28 min
About this episode
Kelly Riggs discusses the challenges sales teams face and emphasizes the importance of focusing on controllable factors to improve performance.
In this episode of Sales [UN]Training , Kelly looks at a sales scenario to outline the real challenges in identifying what's ailing most sales teams today. Link to the post: https://www.linkedin.com/posts/kriggs_a-sales-team-has-13-salespeople-all-have-activity-7434938240450727936-Pqdj Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's outside their control. Economic headwinds. Marketing gaps. Customer service issues. Tariffs. Competition. While all of these factors are real, Kelly makes the case that allowing them to dominate conversations creates a culture of excuses. And once excuse-making permeates a team, performance declines and accountability disappears. Instead, Kelly outlines four critical areas every salesperson and sales leader can control: decisions, influences, habits, and circumstances. From daily prospecting choices to the people your team surrounds themselves with, these controllable factors shape mindset, skill development, and ultimately win rates. He explains why role play matters, why learning…
People in this episode
Host: Kelly Riggs
Topics covered
- sales team problems
- accountability
- sales leadership
- controllable factors
- excuse-making
- win rates
Keywords
- sales
- leadership
- accountability
- performance
- excuses
- win rates
- sales teams
- habits
- decisions
Mentioned in this episode
Organizations: Sales [UN]Training, Pod About It Productions, LinkedIn, linktr.ee
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