I guess it’s somewhat funny that a simple, two-step addition to sales coaching has taken a 3-part blog series to communicate. Hopefully, it’s been a good journey for those who have come along for the ride. In Part 1, I laid out the overall framework of the two-step addition, and explained Addressing the Right Issues, […]
Continue reading
In the first post in this series, I wrote that there are many good coaching models for having an open, engaging discussion with a rep, but not as many that focus on rigorous diagnosis and the application of the best solution, based on that diagnosis. Which, this time, leads us right into some details about […]
Continue reading
Coaching & Fashion – Models Abound There are many solid models for generalized sales coaching and sales rep development. Most of these models address how to coach – meaning, how to conduct an effective, interactive coaching session. Appropriately, these models usually include some sort of Socratic, dialogue-based, facilitative approach, similar to effective selling, interactive classroom […]
Continue reading
I’ve been thinking about this concept for about six months and have finally decided to document it here now, even as work in progress. The name I’ve given my concept is Adaptive Buying and Selling Alignment. It’s a mouthful; I know. Perhaps that name won’t stick, but it’s a “working title” and I like it […]
Continue reading
In part one of this series, I discussed the misnomer inherent in the term “best practices” and recommended “top performer practices” instead. I also pinpointed the reason for the bad reputation, since poorly executed best practices projects often fail to produce tangible results. In the projects I’ve run over the past 25+ years, I’ve learned […]
Continue reading
The term “best practice” is tossed around a lot. These days, it’s sometimes met with a groan or disbelief. There are many reasons for that, some valid, some not… but two of the most prominent reasons seem to be: The reaction to the misnomer inherent in the phrase “best practices.” The fact that it’s been […]
Continue reading
I Love a Good Rant In 1989, Richard Bach released his follow-up book to “Jonathan Livingston Seagull,” called “Illusions: The Adventures of a Reluctant Messiah.” In the book, Bach struggles to learn from his new friend, Donald Shimoda, a man Bach believes is a Messiah who quit the job, but found him – based on […]
Continue reading
Okay, it’s true. I’m calling a “Do Over.” I announced, in mid-November of 2012, what I’d be doing with this blog. It hasn’t happened. Ouch. I know. Shortly after the announcement, I got embroiled in the end of several-month career search, navigated multiple offers (fortunately), landed a new gig, took a vacation for the holidays, and […]
Continue reading
Welcome to Transforming Sales Results at https://www.mikekunkle.com! Well, the relevant posts from my old blog are transferred here, and despite the fact that I’m still figuring out parts of WordPress, I suppose this is a sort of delayed Grand Opening. Please grab a balloon and feel free to wander around or even sign-up to receive […]
Continue reading
Please Allow Me to Confuse You Edward Sapir’s and Benjamin Whorf’s hypothesis of linguistic relativity holds that the language we speak and the structure of that language affects the way in which its speakers conceptualize their world or otherwise influences their cognitive processes. According to Dictionary.com, one definition of “nuance” is “a subtle difference or […]
Continue reading