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NFL Stats That Predict Sales Wins, Win Rates & Pipeline HealthThe First 90 Days: A Better Sales Onboarding Strategy | Kelly Riggs

Kelly Riggs uses the NFL's most predictive statistics (turnovers, explosive plays and red zone efficiency) to show sales managers which numbers really matter. Learn how to stop the unforced errors that kill deals, go after higher-value opportunities and measure your true win rate on qualified deals.

Sales managers love numbers, but which ones actually predict success? On this episode of Sales UNtraining, Kelly Riggs borrows from the NFL to find out. Years ago, Kelly built a spreadsheet to test whether a handful of critical situational statistics could predict which football teams would win. The answer was yes, and the lessons carry straight over to sales leadership.

Kelly starts by revisiting the three types of sales managers: those who try to manage lagging indicators, those who manage activities, and those who manage a plan. Then he breaks down the stats coaches obsess over. Turnovers become the unforced errors that kill deals: poor follow-up, missed commitments, weak qualifying and sloppy discovery. Third-down conversions become the ability to keep a deal moving to the next meeting. Red zone efficiency becomes your true win rate on qualified opportunities, not a number inflated by a bloated CRM.

Kelly also reveals the stat that sharpened his model: explosive plays. In sales, that means going after higher-value opportunities instead of filling the quarter with small deals that feel easier but don't add up. Using last season's results, including how Seattle and New England rose to the top in the playoffs, he shows how a weighted model of turnovers, explosive plays and red zone rank predicted 10 of the 12 top teams.

Finally, Kelly lays out practical next steps for sales managers: clean the junk out of your CRM, define a real sales process with milestones, and start studying the film on the deals you win and lose.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Pod About It Productions @dougbranson

Hiring a new salesperson is only the beginning. The real challenge is getting that person productive, confident, and prepared to succeed in the field. In this episode of Sales [UN]Training, Kelly Riggs explains why traditional onboarding programs often fall short and how sales leaders can build a more predictable path to sales performance.

Check out Kelly's FREE Masterclass: ksr.one/mc

Too many companies focus on HR paperwork, internal procedures, and product presentations while overlooking the skills new salespeople actually need to succeed with customers. Flooding new hires with product information doesn't guarantee retention, and sending them into the field without a clear plan often creates the same unproductive sales behaviors buyers have come to expect.

Kelly outlines a better approach to the first 60 to 90 days, starting with context rather than product training. By visiting existing customers, observing products in action, and hearing firsthand how those products solve real problems, new salespeople gain practical knowledge and authentic customer stories they can use in future conversations.

The episode also explores how to teach consultative selling, ask better discovery questions, and resist the temptation to jump straight into product pitches. Kelly explains why rapport alone isn't a relationship, why trust is essential in complex sales, and how consistent contact combined with meaningful value helps salespeople build credibility over time.

Finally, Kelly challenges sales leaders to establish a defined onboarding calendar, measure progress, and coach through repetition and practice. The goal isn't simply to teach new hires what the company sells. It's to help them understand customers, create valuable conversations, develop trusted relationships, and build the habits that lead to sustainable results.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

If you're a sales V.P. or sales manager looking to improve onboarding, strengthen engagement, and accelerate new-hire productivity, this episode offers a practical framework for making the first 90 days count.

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Pod About It Productions @dougbranson

Why isn't sales coaching producing better results? In this episode of Sales [UN]Training, Kelly Riggs explains why effective coaching is one of the most important responsibilities of a sales leader—and why so many managers fail to make it a consistent priority.

Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining

Research cited in the episode points to a significant opportunity: effective sales coaching can lead to substantial performance improvements. Yet many sales managers spend their days buried in CRM maintenance, pipeline reviews, forecasting, meetings, and administrative work. When does coaching happen, and what does it cost your organization when it doesn't?

Kelly explains why telling salespeople what to do, reviewing deals, helping with pricing, and providing product support are not the same as coaching. Real coaching changes behavior and builds the skills reps need to perform better, even when their managers aren't there.

You'll learn the three essential rules of effective sales coaching:

• Be Present: Observe live sales calls to understand how reps interact with prospects, ask questions, listen, and identify customer needs. Coach what you actually see rather than what you assume is happening.

• Be Persistent: Consistency matters. Occasional ride-alongs and sporadic feedback won't reliably replace bad habits with better ones. Salespeople need regular observation, reinforcement, and guidance.

• Practice With Purpose: Help reps improve through intentional practice, from role-play to real conversations at trade shows. Identify the specific skill to work on, prepare before the interaction, repeat the behavior, and look for measurable improvement.

Kelly also challenges sales leaders to reconsider their priorities, make time for coaching, and take responsibility for developing their people.

If you're a sales manager, director, or V.P. of Sales looking to build stronger skills, improve team performance, and create lasting behavior change, this episode offers a practical framework for making coaching count.

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes' Coaches Council since 2019.

Music and Editing by Pod About It Productions @dougbranson