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Mike Kunkle
Works at GE Capital
Attended Mansfield University of Pennsylvania
Lives in Flower Mound, TX
1,639 followers|106,021 views
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Mike Kunkle

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It was very kind of +Bloomfire to do this. Have you every checked them out? Some pretty interesting enterprise collaboration stuff going on over there. See: https://bloomfire.com/bloomfire-uses
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Thanks so much for your time, Mike! We appreciated your candor as well as your recommendations on other thought leaders to check out :-)
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Sales research indicates a gap in sales reps’ inability to communicate value to prospects and customers. This post will provide some additional factors to consider when personalizing solution messaging to communicate value for various buyers.
Research points to sales reps’ inability to communicate value. Here are factors to consider when personalizing solution messaging to create value for buyers.
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Mike Kunkle

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Want some good advice for the rest of 2015? Stop doing the little piddling projects that might get you a 2% lift in performance and figure this stuff out.
 
Modeling mastery performance and systematically deriving the enablers generates data in Analysis efforts - for use in downstream improvement efforts, including additional analyses and design/develo...
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For my brave Sales Transformation colleagues, here are some thoughts on aligning the Sales performance Ecosystem to your Customer Lifecycle. 
I enjoy writing about what I call the Sales Performance Ecosystem, and have written about it multiple times and approached it from multiple angles. Aligning elements 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 align, but don’t necessarily overlap, it’s possible to manage multiple sales performance/change projects at once without overw...
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You bet, +Kathleen Glass​, I just wish more tried. 
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Mike Kunkle

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Sales managers: are you coaching enough? Is time a problem? Here's a simple and quick coaching method that can target problem areas and get quick results.
RAM means Results, Activities, and Methods. You can use this method to coach sales skills at any depth, but it works especially well for quick-hit coaching.
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Mike Kunkle

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For my learning geek friends...
 
Pin it: http://ow.ly/I6Fgk!

In order to apply learning theory to mobile learning, you must first understand the 3 learning theories. This infographic will get you started! Then check out "Applying Learning Theory to Mobile Learning" for the full run down: http://ow.ly/I6Fw4.
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Mike Kunkle

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This is a very different post from me, but I hope it's thought-provoking. If you don't like my list, make your own. But either way, answer the questions at the end. 
It is a riddle, wrapped in a mystery, inside an enigma; but perhaps there is a key. ~ Winston Churchill.Complex B2B selling is not easy, but it is a lot simpler than some want you to believe.I think it makes sense to step back sometimes, and take a look at things through another lens. In this post, I want to boil things down and share what I believe are some of the clear, simple truths about selling, which are so easy to forget in our complex wor...
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Mike Kunkle

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Sadly, I remember rotary phones, like in the picture +Mike Weinberg​ used for this post. The phone has changed a lot since then. One thing is the same. It still works for selling.
 
Serious question: do you think that maybe, just maybe, your social selling efforts would be a lot more effective if you mixed in proactive telephone calls to the same prospects? I know: crazy! Here are some thoughts on that very old school tool on your desk and how "social" it can be. 
When asked by OpenView Labs to share my favorite sales tool headed into 2015, without hesitation and with a big smile, I boldly declared The Telephone! When asked by several organizations that were curating top sales influencers' sales…
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I think I had the same sales manager, +Todd Spare​... 
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Just do what +Nancy Nardin says.
 
Close your email, put your phone on silence mode and devote the next 10 minutes to our survey. You’ll be glad you did.… #sales
With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Makes you wonder if you're ahead or behind in the adoption of tools.
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Check this out. I'm very impressed with what I see from these guys. Potential is huge for companies to purchase and deliver mobile sales training content, convert internal content to a mobile platform, as well as combine sustainment, reinforcement, and coaching tools, which today, are available only by combining multiple vendors.
 
There is a new virtual sales training platform out there. If you're in sales training, you should know about it.  
I recently joined the advisory board of GoSalesTrain, a new mobile sales training platform that, through seamless integration with today’s most popular smart devices and web browsers, promises to change how sales training is delivered, absorbed, and retained. What are the key differences between GoSalesTrain and other technology-enabled learning approaches? Speed and focus, says Kalpit …
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New book from +Alen Mayer, coming out next week. Whether you're an Introvert, Extrovert, or Omnivert, you'll want to check it out.  
 
My new book is coming out next week. Pre-order today and get tons of bonuses. Learn more here:
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Mike Kunkle

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Hmm. I should have named this phobia. Maybe we could gamify it and have a contest. ;-) 
Of all the approaches to improve sales performance, full-scale sales force transformation is my favorite and most exciting. It's also an approach that I don't see used often enough. This puzzles me and is the topic of my post for today. This is more of an Op-ed than most of my “How-To” posts, ...
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"Fear and Loathing in Las Transformation"  worked well. But then again, I am experienced enough to get the Hunter S. Thompson reference :)
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People
Have him in circles
1,639 people
Brian Vickery's profile photo
OnTarget Partners's profile photo
Kelly Myers's profile photo
Jim Dougherty's profile photo
Diana Davis's profile photo
Joe Jacobs's profile photo
Debba Haupert's profile photo
Tibor Shanto's profile photo
Gene Atwood's profile photo
Work
Occupation
Leader | Speaker | Writer - Sales Force Transformation | Sales Training | Sales Enablement | Sales Effectiveness
Skills
sales force transformation | sales training | sales effectiveness | sales enablement | sales optimization | sales transformation | sales performance levers | sales performance improvement | sales coaching | training and development | learning and development | organization effectiveness | organization development | human resources development | management development | leadership development | change management | change leadership
Employment
  • GE Capital
    Commercial Training & Development Manager, 2014 - present
  • Richardson
    Director, Product Development, 2013 - present
  • Insphere Insurance Solutions
    Director, Sales Effectiveness, 2011 - 2012
  • McKesson Provider Technologies
    Director, Training Delivery Services, 2007 - 2010
  • NovaStar Mortgage, Inc.
    Director, Sales Performance Development, 2003 - 2007
  • ForceField Performance Services
    Managing Director, 2001 - 2003
  • Pfizer Consumer Healthcare
    Manager, Sales Training, 2001 - 2001
  • PlanSoft Corporation
    Various Training & OD Leadership Roles, 1997 - 2001
  • Hyatt Hotels Corporation
    Director, Sales Training & Management Development, 1995 - 1997
  • Household Finance Corporation
    National Sales Training Manager, 1989 - 1995
  • Torchmark
    Director, Sales Training, 2010 - 2011
Places
Map of the places this user has livedMap of the places this user has livedMap of the places this user has lived
Currently
Flower Mound, TX
Previously
Phillipsburg, NJ - NJ, PA, IL, MI, OH and TX
Contact Information
Home
Mobile
214-494-9950
Email
Address
Flower Mound TX 75028
Story
Tagline
Leader, Speaker, Writer: Sales Force Transformation | Sales Training | Sales Enablement | Sales Effectiveness
Introduction
I help company leaders:
  • Analyze sales performance levers & top producer practices.
  • Build hiring, sales training, & coaching systems based on those levers & practices.
  • Implement systems, processes, & policies to support the buying/selling processes. 
  • Build the training, tools & resources needed by sales managers to reinforce, sustain, & grow performance.
  • Lead and manage change to transform their sales force and improve sales results.
METHODOLOGY:
ACHIEVEMENT HIGHLIGHTS:
  • Achieved a $398MM accretive revenue increase in 1 year.
  • Newly-trained sales reps with 120 days on the job outperformed a control group of reps with 5 years with the company.
  • Increased sales per rep by 47% in 9 months.
  • See page 2 of this document for more examples.
READ ME:
FIND ME:
TRAINING
  • Needs & gap analysis
  • Instructional design
  • Training delivery
  • Training transfer
  • Training evaluation

SALES FORCE TRANSFORMATION
  • Sales analytics
  • Sales hiring
  • Sales training
  • Sales coaching
  • Sales performance lever diagnosis & alignment
  • Sales management development
  • Sales process
  • Sales methodology
  • Sales enablement
  • Sales & marketing alignment
  • Sales effectiveness
  • Sales operations
  • Sales compensation
ORGANIZATION EFFECTIVENESS
  • Strategic planning
  • Organization development
  • Employee selection & development assessments
  • Leadership development
  • Performance management
  • Process improvement
  • Change management
I'm also a husband to Kali and a step-dad to three great kids. We have a cat and an unruly but funny and lovable Dachshund.
 
CONTACT GUIDANCE
  • I'm very interested in connecting and networking with others involved in sales effectiveness, sales training, sales enablement, sales research and all aspects of sales performance improvement.
  • I also have a fondness for connecting, sharing information and networking with other business professionals in training, learning, elearning, OD, HR, recruiting (esp. effective selection and assessments), process improvement, performance improvement and change management.
  • I'm very busy, but I always try to help my connections in any ethical way possible. I am a strong believer in "Pay It Forward."
  • I especially try to help those seeking employment, if I can.
  • I'll always talk to executive recruiters. I may not need you today, but perhaps I can help you or someone I know. I enjoy doing that when I can - what goes around comes around.
  • Please contact me if you feel I can lend a hand with my areas of expertise. If I can help you in any way, and have the availability, I will do my best.
Best wishes for continued success and effective networking,
 
Mike Kunkle
 
sales force transformation | sales training | sales effectiveness | sales enablement | sales optimization | sales transformation | sales performance levers | sales performance improvement | sales coaching | training and development | learning and development | organization effectiveness | organization development | human resources development | management development | leadership development | change management | change leadership

Education
  • Mansfield University of Pennsylvania
  • Phillipsburg High School
Basic Information
Gender
Male
Looking for
Networking
Mike Kunkle's +1's are the things they like, agree with, or want to recommend.
Mobile-Friendly Test
www.google.com

This test will analyze a URL and report if the page has a mobile-friendly design. Learn more about the mobile-friendly criteria and how it m

Seven Lame Excuses For Not Training Salespeople
www.forbes.com

I recently listened to hundreds of calls with sales managers and found that the majority do nothing about training and developing their peop

Dump Your CRM (for DRM) | Pipeliner CRM Blog
blog.pipelinersales.com

I’ve been thinking. Instead of “Customer Relationship Management,” we should rebrand CRM to mean, “Could Really Matter.” Why? Oh come on. Yo

Sales Sabotage: The Sunk Cost Fallacy | Dave Eisley | LinkedIn
www.linkedin.com

One of my hobbies is exploring logical fallacies, and especially the mental hiccups that occur when we try and make cases and arguments. Aft

Judgment - The Superpower of Selling Skills | Mike Kunkle | LinkedIn
www.linkedin.com

It sometimes surprises people to learn what separates the top 4% of sales producers from the rest. Judgment is one of those surprising skill

Join Us for 'The Art of Sculpting Human Performance' - Lumina US Confere...
www.linkedin.com

Are you a Learning & Development professional? Are you interested in self awareness and human development? Join us for 2 intensive days on '

How Sales Managers Become Better Coaches
blog.hubspot.com

Good sales management comes down to effective coaching -- an area many managers are weak in. Use these 4 tips to beef up your coaching skill

Four Counterintuitive Ways to SPEED UP SALES!
onwardmag.com

Here is a new way to look at what might be getting in your way and get you started down a path to SPEED UP SALES!

Stop Wasting Money on Sales Training | :: transforming sales results ::
www.mikekunkle.com

If done well, sales training works fine, for what it's designed to do. To improve sales performance, though, you need an effective learning

What’s all the Fuss about Getting More Women into Sales?
sales.linkedin.com

Editor’s Note: This month, we launched the “Women in Sales” campaign highlighting thought leaders and interesting trends. As part of the cam

Forget Tips. Develop a Customer Focused Prospecting System
www.wittyparrot.com

Mike is not so much interested in tips, rather the opposite. This is deep insight into discovering what your ideal customer cares about, equ

Plenty of programs teach speaking. Now, some executives are being traini...
online.wsj.com

Listening has become a rare skill. But it is possible to improve your ability to get the most out of a conversation.

Stop Wasting Money on Sales Training | LinkedIn
www.linkedin.com

If I hear the phrase "sales training doesn't work" one more time, I think I'll scream.If done well, sales training works fine, for what it's

The Four Pillars of Sales Value Creation | LinkedIn
www.linkedin.com

I don’t believe in “silver bullets” in sales, but the ability to create value when selling is as close as we may come to a silver bullet for

Sales managers - what lessons can be learned from successful entrepreneu...
www.linkedin.com

What separates successful entrepreneurs from those who are less successful? Gallup studied 2,500 entrepreneurs to understand the actions and

Social Selling Applicability by Industry | LinkedIn
www.linkedin.com

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much

Sales managers – 6 tips when transitioning to a new sales team
www.linkedin.com

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, pe

The Last Word On Cold Calling Versus Social Media
thesalesblog.com

I believe in social selling. I believe that the tool kit that is social media has made the world much smaller, has given us an easier way to

It's STILL All About the Customer
www.linkedin.com

A Brief and Grossly-Incomplete History of Customer FocusJan Carlson published Moments of Truth in the late eighties. Shep Hyken coined the t