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…

People in this episode

Host: Kelly Riggs

Guest: Steven Rosen

Topics covered

• sales training
• leadership
• coaching
• accountability
• performance improvement
• sales management

Keywords

• sales training
• leadership
• coaching
• accountability
• performance
• sales management
• hero managers

Mentioned in this episode

Books & works: Focused: A Leadership Discipline for Sales Managers Under Pressure

More episodes of Sales [UN]Training

• Are You Focused on the Wrong Things? How focusing on metrics and activities leads to bad conclusions AND takes the fun out of selling. · June 8, 2026 · 20 min
• Follow-up Failure Kills Future Opportunities · June 1, 2026 · 24 min
• What Gives Salespeople Away Every Time · May 18, 2026 · 28 min
• BEST OF: FIX Your Sales Presentations: How Better Training Creates WINNING Solution Conversations · May 11, 2026 · 28 min
• Good Ideas (Based on Bad Assumptions) Are Crippling Sales Leadership · May 4, 2026 · 24 min
• BEST OF: How to Solve Your BIGGEST Sales Headache · April 27, 2026 · 24 min