A Systems Approach to Sales Transformation

Mike Kunkle

Sales Transformation Strategist

Mike KunkleSales Transformation Strategist

forcefield Sales performance

(214) 494-9950

mike@mikekunkle.com

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Mike Kunkle is a sales transformation strategist, practitioner, speaker, and writer. He’s

spent 22 years as a corporate leader or consultant, helping companies drive dramatic

revenue growth through best-in-class learning strategies and his proven-effective

sales transformation methodology. Today, Mike is freelancing as a writer, speaker,

webinar leader, and sales transformation consultant, while exploring the market for

his next career adventure.

forcefield :: Sales :: performance© A Systems Approach to Sales Transformation 2

CSO Insights 2016 Sales Enablement Optimization Study

People Technology

Skills &

KnowledgeProcess

© MHI Global, All Rights Reserved

Key trends from benchmarking

best-in-class SE Programs:

• Take a holistic view of Sales

Enablement

• Focus on people, technology,

process, and skills/knowledge

• Prioritize and phase

implementations

Download the report

forcefield :: Sales :: performance© A Systems Approach to Sales Transformation 3

Sales Selection System

• Determine Sales Competencies

• Determine Traits

• Create Job Documentation

• Select Psychometrics Assessments

• Implement Behavioral Interviewing

• Test Situational/Hypothetical Judgment

• Orchestrate Skill Validation

• Perform Background & Reference Checks

Mike Kunkle

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Sales Readiness & Enablement

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Selling System

• Ensure market and buyer persona knowledge

• Align sales process to buying process with decision/exit

criteria

• Create buyer engagement content that aligns with

decision/exit criteria

• Use sales enablement tools to manage, share, and track

content and improve sales efficiency and effectiveness

• Use a buyer-oriented, consultative, solution-focused,

outcome-driven sales methodology

• Train reps to engage buyers in valuable business

conversations and to create real value and

differentiation, through their customer acumen, business

acumen, and solution acumen

• Use analytics to track training, content, sales behavior,

and outcomes.Mike Kunkle

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Learning System

• Ensure content matters

• Design great learning

• Engage managers

• Sustain knowledge/transfer skills

• Coach to mastery

• Measure for success

• Manage performance

• Lead & manage change

Mike Kunkle

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Sales Management System

Mike Kunkle

• Master Sales Hiring

• Remove barriers to FLSM engagement

• Implement a proven-effective Management Operating Rhythm

- Master your Sales Process and Sales Methodology

- Conduct Team and Rep Meetings

• Master Sales Analytics and the ROAM Method

• Develop Field Training and Sales Coaching Skills

• Master your CRM and Tools

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Sales Management System

• ROAM- Results vs. Objectives (outcome gap)

- Activities performed (what and how much)

- Methodology used (quality)

• Field Training- Tell: Recap with Knowledge Check

- Show: Demonstration with Skills Validation

- Do: Action Plan with Execution

- Review: Check ROAM and Train/Coach Loop

• Field Coaching- Diagnose: Analytics & Engaged Discussion

- Plan: Joint Solution Design and Planning

- Do: Execution of Action Plan

- Review: Check ROAM and Train/Coach Loop

Mike Kunkle

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