What Can You Control in Selling? The Mindset, Habits & Culture to Hit Your Number
About this episode
Kelly Riggs discusses the importance of focusing on controllable factors in sales to improve performance and accountability.
In this episode of Sales [UN]Training , Kelly Riggs challenges sales leaders to confront one of the most damaging patterns in sales organizations: focusing on what's outside their control. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining 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 initiative should be non-negotiable in hiring, and why improving win rates even slightly can dramatically impact revenue. But the responsibility doesn't stop with the sales rep. Kelly emphasizes that the sales leader is the "thermostat" of the…
More episodes of Sales [UN]Training
- BEST OF: How to Solve Your BIGGEST Sales Headache
- VP Sales: Why Your Team is STAGNANT and How to FIX Your Leadership Problems Immediately
- Sales Managers: STOP Chasing Numbers—START Developing Teams That Actually Win
- Best Of: PLAN BETTER, SELL MORE: The DNA of Successful Salespeople That Creates Predictable Revenue Results
- STOP Wasting Sales Training: Fix Coaching, Accountability & Leadership Focus
- Why Your Sales Team CAN'T CLOSE Deals (And What Leaders Must Fix First)
Explore listener stats, chart rankings, contacts and more on the Sales [UN]Training podcast page.