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How to Build a Blended Sales Training Curriculum That Gets Results
Sales training can be part of a well-designed solution set that radically improves sales performance. It can also be a tremendous waste of time, energy, and money. To get results, you need to implement sales training within the framework of an Sales Learning System, which I’ve written about previously. In this post, I’ll offer […]
Continue readingStop Product Training – Do Scenario-Based Solution Training Instead!
I’ll admit it, right upfront. There’s no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary. What troubles me, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to […]
Continue readingSales Leaders: It’s Time to Get Serious About Purposeful Practice & Skill Mastery
I did some counting recently. 2022 marks my 37th year in the sales profession and the 27th since my first sales training role. For the past 25 years, I’ve focused on finding holistic performance solutions that move the needle on the metrics that matter and radically improve sales mastery and performance. I’m still enjoying a […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 4: Sales Training
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
Continue readingHow to REALLY Make Insight Selling Work
Call it what you will… insight selling, changing the sales conversation, selling with insights, challenging, influencing through thought leadership… it’s all the rage, isn’t it? So much so, that some companies that shouldn’t be doing it are trying like crazy to scale the concept, and some that should be adding insight selling to their methodology mix, are rushing forward without […]
Continue readingAligning Performance Levers for Breakthrough Sales Results
Aligning_Performance_Levers_for_Breakthrough_Sales_Results_-_Mike_Kunkle_082011.pdf Download this file With a few minor changes for publication vs. presentation, this is a presentation that I gave recently at the Dallas ASTD Southwest Learning Summit for their sales training track. It’s difficult to cram 15 years of progressive learning into a presentation, but I have been working on codifying and documenting my […]
Continue readingI’m a Worry-Wart | Heretic | Luddite
It’s official – I’m a worry-wart, a heretic, and a Luddite. There, I said it. I feel like a heretic lately, even though I swear I’m not and don’t generally like Luddites. And I rarely worry too much… well, until lately. What’s got me going? Are you sitting down? What’s My Problem? Social learning, informal […]
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