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Mike Kunkle
Works at GE Capital
Lives in Flower Mound, TX
1,810 followers|116,824 views
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Mike Kunkle

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[Webinar, 9/3] Join +Jack Hubbard and me on this St. Meyer & Hubbard Virtual Learning Lab webinar to discuss how Sales Training Leaders and Sales Managers can partner more effectively to drive sales results! 
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Huge need for this. And if you're going to dig into it, you might as well do it with an expert. 
 
Join me this Thursday: How to #Hire Great #Salespeople http://ow.ly/PO7uu My host:@salesforce#sell #selling #B2B 
There is little question that many sales hiring authorities are taking a new look at this misunderstood, but critical function. They have learned, all too painfully, that their hiring methods of the past don't apply any longer. · They've learned that a salesrep with a past record of stellar ...
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Here's the final post in my recent series with +Brainshark on insight selling #insightselling   #sales  
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Make a donation to help save a life, and you'll get a ton of high-quality sales ebooks in return, or even some time with a top sales consultant. Check it out! Thanks to +Miles Austin​ for setting all this up. 
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Here's part 2 of +Ann Lambert from +Brainshark's interview with  me on #InsightSelling , where we talk about the buyers' journey and how insight selling fits anywhere. 
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If you know +Kelley Robertson and have followed his work, this is tough to read, but it's his current reality. If you have the means and desire to help, please do. If not, please share this, so others might be able to support Kelley and Louise. Sincere thanks. 
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PLEASE READ & PASS ALONG: I rarely do this sort of thing on social media, but +Kelley Robertson is a personal friend and I have watched Louise and Kelley battle her cancer from afar, since early 2015. Cancer took my Mom in 1997 and this one hits home. If you have the means, please consider helping. If you don't or choose not to, because you give in other ways, please consider passing this along so others can help, if they choose. With since gratitude ~ Mike
On February 9, 2015, Louise, my wife of almost 36 years, was diagnosed with stage 3 endometrial cancer; a rare but aggressive cancer that attacks the lining of the uterus. She knew something was wrong with her almost a year earlier (March 2014) when she was experiencing consistent and regular ab...
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Mike Kunkle

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This is SO cool. It's killin' me that I can't attend Dreamforce. If you're going, you must check out the Dream Lounge that +Nancy Nardin of +Smart Selling Tools is hosting. There will be 16 DreamTalks by great speakers and.... * People can get free professional LinkedIn headshots taken * People can win an Apple Watch (one awarded each day) * People can relax and re-charge their phones * Refreshments will be served. 
Dreamforce™ is a crazy packed event. Why not hop on a bike jockey and be at our private lounge in 3 minutes? Sit back and relax while charging your phone, or enjoy the action we have planned. Stay all day or come relax for a bit in between sessions. Register early for a chance to win the 'Dream ...
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This is going to be a great series to follow from my friends +Mike Weinberg​ and +Dave Brock​. These guys are true sales and leadership experts.
 
Just kicked off an important new series on OpenView Partner's site. Dave Brock and I are providing 12 weeks of powerful, straight-forward content for new sales managers. But, honestly, this series would benefit any sales executive or salesperson. Check out my kickoff post and signup. 
We're kicking off a new series dedicated to giving you the tips, tools, and tactics you need to make the most of your first 90 days as sales manager.
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Thanks Mike
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There's a lot of talk about Sales and Marketing alignment (as there should be), but not enough about how Training and Sales Managers can partner more effectively. 
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Why do YOU think there is such a big Knowing/Doing gap? Check out this post from +Dave Brock​ and weigh in with a comment on the post.
 
There were some interesting comments on my post, Focus On The Customer–Magic Happens! Mike Kunkle wrote that he found it “Amazing that people were amazed.”  Michael Harris raised the issue of “Knowing Versus Doing.” These are issues I wrestle with…
There were some interesting comments on my post, Focus On The Customer--Magic Happens! Mike Kunkle wrote that he found it "Amazing that people were amazed." 
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It comes down to disconnecting from being who you are first and aligning with the doing. In the separation, joy and clarity are lost. 
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Here's my latest post on LinkedIn about crafting a sales value proposition. 
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People
In his circles
2,012 people
Have him in circles
1,810 people
TheMediaMix's profile photo
Stratos 5's profile photo
Anna DiTommaso's profile photo
Ronald Grant's profile photo
inexuswebinars's profile photo
Krista Kotrla's profile photo
Julie Miller's profile photo
David DiStefano's profile photo
E. J. “Jay” Williams, Jr.'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 - 2014
  • 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
Basic Information
Gender
Male
Looking for
Networking
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

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
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214-494-9950
Email
Address
Flower Mound TX 75028
Mike Kunkle's +1's are the things they like, agree with, or want to recommend.
Sales Onboarding: Twice as Good in Half the Time
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In the sales profession, onboarding new hires is generally recognized as a critical activity. Given that, one might question why we typicall

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Seven Lame Excuses For Not Training Salespeople
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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
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Sales Sabotage: The Sunk Cost Fallacy | Dave Eisley | LinkedIn
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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
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Join Us for 'The Art of Sculpting Human Performance' - Lumina US Confere...
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How Sales Managers Become Better Coaches
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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!
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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 ::
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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?
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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
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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...
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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
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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
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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...
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Social Selling Applicability by Industry | LinkedIn
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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
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As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, pe