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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.

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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