VP Sales: Why Your Team is STAGNANT and How to FIX Your Leadership Problems Immediately

About this episode

Kelly Riggs discusses the hidden issues in sales teams and how to effectively diagnose and address leadership problems.

In this episode of Sales [UN]Training, Kelly Riggs walks through a real-world sales scenario that looks successful on the surface—but quickly raises red flags for experienced leaders. Revenue is up, yet the company is underperforming compared to the broader market. The top salesperson continues to lead the team but hasn't grown in years. So what's really going on? Watch OR listen to Sales [UN]Training wherever you are: https://linktr.ee/salesuntraining Kelly challenges sales leaders to rethink how they diagnose problems. Instead of jumping to conclusions like pipeline issues or lack of activity, he emphasizes the importance of asking better questions and identifying root causes. Using practical examples, he illustrates how common assumptions can lead leaders in the wrong direction. The episode highlights a critical but often overlooked issue: capacity. A top performer may actually be limiting their own growth by over-servicing too many accounts. Kelly also outlines how ineffective sales management—despite experience and good intentions—can quietly undermine team performance. From leadership and talent evaluation to systems, processes, and culture, this conversation lays out a…

People in this episode

Host: Kelly Riggs

Topics covered

• sales leadership
• team performance
• root cause analysis
• capacity issues
• sales management
• talent evaluation

Keywords

• sales performance
• leadership problems
• top salesperson
• underperformance
• pipeline issues
• account management
• sales management

Mentioned in this episode

Organizations: Sales [UN]Training

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