How Sales Training & Sales Managers Can Partner to Drive Results
There’s a lot of talk these days in the sales enablement community about the need for sales and marketing alignment. I wish I saw more of it actually happening, but I’ve written about it, too, and see the need, so you certainly won’t hear me disagreeing. When it happens, the results can be impressive: less […]
Continue readingHow to Align the Sales Performance Ecosystem to your Customer Lifecycle
I enjoy writing about what I call the Sales Performance Ecosystem. I’ve written about it multiple times and have approached it from multiple angles. Aligning (the right) elements (at the right time) across the ecosystem is one of the quickest ways to radically improve your organization’s sales performance. Since many of the elements intertwine and should […]
Continue readingThe Oversimplification of Sales Performance Work
The Oversimplification of Sales Performance Work Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not. If you’ve been reading my work for a while, you may remember that I define performance levers as […]
Continue readingImprove Your Sales Coaching with Two Simple Steps – Part 3
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 readingImprove Your Sales Coaching with Two Simple Steps – Part 2
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 readingWhat to Expect From This New Blog – Transforming Sales Results
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 […]
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