STOP Wasting Sales Training: Fix Coaching, Accountability & Leadership Focus
About this episode
Kelly Riggs and Steven Rosen discuss the failures of sales training and the importance of focus, coaching, and accountability in sales leadership.
In this episode of Sales [UN]Training, Kelly Riggs sits down with Steven Rosen, author of Focused: A Leadership Discipline for Sales Managers Under Pressure , to tackle one of the biggest frustrations in sales leadership—why training so often fails to produce results. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly Riggs opens with a hard truth: most sales managers are overwhelmed, undertrained, and pulled in too many directions to focus on what actually drives performance. Steven builds on that idea by explaining how lack of focus—not lack of effort—is the real issue holding teams back. The conversation highlights a critical flaw in most organizations: sales training is treated as an event instead of a system. Without reinforcement, coaching, and accountability, even the best training quickly fades. Kelly emphasizes that leaders who fail to reinforce training are essentially wasting their investment. Steven also breaks down the danger of "hero managers"—those who step in to close deals instead of developing their people. While it may feel productive in the moment, it ultimately creates dependent teams that can't perform…
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