Sales Managers: STOP Chasing Numbers—START Developing Teams That Actually Win

About this episode

Kelly Riggs discusses the importance of developing sales teams over merely chasing revenue numbers.

In this episode of Sales [UN]Training, Kelly Riggs challenges one of the most fundamental assumptions in sales leadership: what is the true role of a sales manager? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Too many managers focus on chasing revenue—tracking numbers, pushing deals, and stepping in to "save" opportunities. While it may feel productive, Kelly explains why this approach creates dependency, limits growth, and ultimately caps team performance. Instead, he introduces a powerful shift in thinking: the most effective leaders prioritize developing people who can consistently produce results without constant oversight. Using real-world examples and a compelling coaching analogy, Kelly breaks down the difference between revenue chasers and true people developers. He outlines the hidden costs of micromanagement, the illusion of control through metrics, and why accountability and coaching are the real drivers of sustainable success. The episode also explores new research revealing a surprising truth: leaders who balance results and people development dramatically outperform their peers—yet only 1% actually achieve this…

People in this episode

Host: Kelly Riggs

Topics covered

• sales management
• team development
• leadership
• performance improvement
• coaching

Keywords

• sales managers
• team performance
• micromanagement
• coaching
• leadership

Mentioned in this episode

Organizations: Sales [UN]Training, Pod About It Productions

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