This is what I call the building blocks of sales enablement. The advice in this presentation can help you start or evolve a sales enablement practice in your company,
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Performance Consulting is a process in which a client
and consultant partner to accomplish the strategic
outcome of optimizing workplace performance in support
of business goals.
~ Jim and Dana Robinson
Human Performance Technology (HPT) is:
• a systematic approach to improving
productivity and competence, uses a set of
methods and procedures -- and a strategy for
solving problems -- for realizing opportunities
related to the performance of people.
• a process of selection, analysis, design,
development, implementation, and
evaluation of programs to most cost-
effectively influence human behavior and
accomplishment.
• a systematic combination of three
fundamental processes: performance
analysis, cause analysis, and intervention
selection, and can be applied to individuals,
small groups, and large organizations.
~ International Society of Performance Improvement
Organization Development (OD) is the practice of
developing organization capability through alignment of
strategy, structure, management processes, people, and
rewards and metrics.
~ Organization Development Network
Six Sigma is a defined and disciplined business
methodology to increase customer satisfaction and
profitability by streamlining operations, improving quality
and eliminating defects in every organization-wide
process.
~ Six Sigma Institute
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Six Sigma is a defined and disciplined business
methodology to increase customer satisfaction and
profitability by streamlining operations, improving quality
and eliminating defects in every organization-wide
process.
~ Six Sigma Institute
Human Performance Technology (HPT) is:
• a systematic approach to improving
productivity and competence, uses a set of
methods and procedures -- and a strategy for
solving problems -- for realizing opportunities
related to the performance of people.
• a process of selection, analysis, design,
development, implementation, and
evaluation of programs to most cost-
effectively influence human behavior and
accomplishment.
• a systematic combination of three
fundamental processes: performance
analysis, cause analysis, and intervention
selection, and can be applied to individuals,
small groups, and large organizations.
~ International Society of Performance Improvement
Organization Effectiveness (OE)
Lean Sigma
Total Quality Management (TQM)
Industrial & Organizational Psychology (IOP)
Organizational Behavior (OB)
Performance Consulting is a process in which a client
and consultant partner to accomplish the strategic
outcome of optimizing workplace performance in support
of business goals.
~ Jim and Dana Robinson
Organization Development (OD) is the practice of
developing organization capability through alignment of
strategy, structure, management processes, people, and
rewards and metrics.
~ Organization Development Network
54. Create Your Personal Learning Plan:
• Organization Development
• Organization Behavior
• Performance Consulting
• Human Performance Technology
• Human Performance Improvement
• Systems Thinking
• Lean and Six Sigma
• Agile Methodology
• Change Management
Become a Sales Change Expert
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Mike Kunkle is a respected sales transformation architect and
internationally-recognized sales training and sales enablement expert.
Mike has spent 35 years in the sales profession and 25 years as a corporate leader or consultant,
helping companies drive dramatic revenue growth through best-in-class training strategies and his
proven-effective sales transformation methodologies. At one company, as a result of six projects,
he and his team were credited with enabling an accretive $398MM in revenue, year-over-year. At
another, within 9 months, newly-hired sales reps with 120 days on the job were outperforming
incumbent reps with 5 years with the company. Mike is the founder of Transforming Sales Results,
LLC, and today, works as the Vice President of Sales Enablement Services for SPARXiQ (formerly
SPA & SPASIGMA), where he advises clients, writes, speaks at conferences, develops and leads
webinars, designs sales training courses, delivers workshops, and designs sales enablement
systems that get results.
Connect with Mike & Follow His Content
SPARXiQ Blog https://www.sparxiq.com/blog
SMM Connect Webinars http://bit.ly/SalesEnablementStraightTalkSMM
BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel
LinkedIn Articles http://bit.ly/MK-LinkedInArticles
LinkedIn Profile https://www.linkedin.com/in/mikekunkle
SlideShare https://www.slideshare.net/mikekunkle
Twitter https://twitter.com/mike_kunkle
216.455.1558
mike.kunkle@sparxiq.com
https://www.sparxiq.com
Mike Kunkle
VP, Sales Enablement Services
56. 56
Experience and Results
Technology Solutions
Experience (Employers & Clients)
• Sales Profession: 35 years (both B2C & B2B)
• Technology/software companies: 9 years
• Financial services: 9 years
• Managed 2 P&Ls ($8MM and $22MM)
• 25 years leading corporate sales performance improvement functions
and 7 years leading consulting projects
• Roles/titles: sales training, sales effectiveness, sales performance
development, sales management development, sales enablement – at
manager, director & VP levels
Results
• Decreased new-hire sales rep ramp-up time by: 23%, 34%, 47%, 52%
(3-18 months)
• At 120 days, new reps outperformed a control group of 5-year reps by
21% (6 months)
• $398MM YoY revenue increase, $9.96MM net profit increase (12
months).
• Increased sales/rep in the 90 days after training by 2.3/month – avg.
increase of $183k/class or $36.6mm/year (9 months)
• Improved average profitability/new reps by 11% (4 months)
• Improved win-rate by 16% (6 months)
• Increased quota attainment by 36% YOY (12 months)