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Mike Kunkle
Works at GE Capital
Attended Mansfield University of Pennsylvania
Lives in Flower Mound, TX
1,683 followers|109,531 views
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Mike Kunkle

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Hmm. How interesting is that?
 
How do certain #personality types perform in #teams? New research from UCLA’s Corinne Bendersky may surprise you: http://stratbz.to/LhcD5
Expectations don’t match reality, says the UCLA Anderson School of Management professor, when it comes to the performance of certain personality types in teams.
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Mike Kunkle

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Great summary of this question from our last #SalesTribe  chat. Check it out. Thanks to +Shane Gibson for compiling and posting. 
 
The Single Biggest Mistake Salespeople Make in Social Media #SalesTribe http://ow.ly/MlFrC  #socialselling #scrm 
Last week I hosted a #SalesTribe twitter chat with 30 sales thought leaders and authors. Social selling and social media use by salespeople is a hot topic. Many people who use Twitter and Facebook shun their use for sales, a lot of this can be attributed to poor practices and lack of skill on the behalf of motivated yet often tactless salespeople. I asked the experts what they think the single biggest mistake is that sales people make using socia...
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Mike Kunkle

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Another nice surprise this week, and very kind of +iSEEit - A new way to drive sales to include me in their list of innovative #sales bloggers. I really like the format and how they structured the list. Check it out - some great people here to follow.
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Thanks +Todd Spare​. Funny, I was thinking exactly the same thing. 
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It's 2015, Sales Leaders.  Time to stop doing old-school product knowledge training and switch to Scenario-Based Solution Training. 
Okay, I'll admit it, right upfront.  There's no doubt that sales professionals need to understand their products and services.  This is a given.  What troubles me, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts. I could go back much further and cite other sources, but as just one example, three years ago, in their CSO Insights’ Sales Performance O...
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Here's my latest post on Sales Onboarding for +ATD  in +Roxy Torres'  Sales Enablement Community. It foreshadows my conference presentation in May in Orlando.
In the sales profession, onboarding new hires is generally recognized as a critical activity. Given that, one might question why we typically do such a poor job of it. Mike Kunkle offers some stats on the state of sales onboarding—and some suggestions on how we can do better.
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Needs analysis and sales discovery skills are taught in almost every sales training program and are often considered basic. In reality, they're a competitive differentiator.
The act of discovering what's important to clients is considered a basic selling skill. Learn how top producers use Discovery to differentiate themselves.
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Appreciate the support, +Kathleen Glass​. I've written elsewhere about Insight Selling and designed a course on the topic for Richardson. Insight selling is close to a requirement in some industries, just to break through the clutter to earn the right to have a discovery dialogue. It's a delicate balance, for sure, but I support insight selling done well, wholeheartedly. 
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Mike Kunkle

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Check this out. The underbelly of social selling, shared by bud +Chris Snell on +Craig Rosenberg's Funnelholic blog. Social selling has such potential. But right now, I'm seeing way more of what Chris cites here.  As my fourth-grade teacher was fond of saying, "A word to the wise, is sufficient." 
Today's guest post is from Chris Snell, Director of Inside Sales for Care.com. Social selling has to be one of my least favorite topics to read about, to hear about, or to write about. In fact, if you go through all of the blog articles I've written, I don't think you'll find one that is about ...
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Still a little surreal to be mashed in a blog post with Marcus Buckingham. 
 
The Best Way to Evaluate Sales Rep Performance. Featuring a must-read deck from sales scholar Mike Kunkle.
The Harvard Business Review and Mike Kunkle demonstrate the value of qualitative talent evaluation in your sales force.
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Thanks +Kelly Riggs, that's kind and appreciated.  
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Kind of +Jeremy Boudinet and +Ambition to include my work in this post on sales rep performance. Analysis + People = Growth. 
 
The Best Way to Evaluate Sales Rep Performance. Featuring a must-read deck from sales scholar Mike Kunkle.
The Harvard Business Review and Mike Kunkle demonstrate the value of qualitative talent evaluation in your sales force.
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Added a Google Plus page recently for +:: transforming sales results ::.  Will slowly turn it into a content channel for sales, marketing, training and performance improvement content, like I've done elsewhere on social. If that's the content you enjoy, come on over. 
 
Training sales reps on product knowledge has never been enough.  It's time for a more effective approach.  See what +Mike Kunkle suggests in this post on +LinkedIn Publisher. 
Okay, I'll admit it, right upfront.  There's no doubt that sales professionals need to understand their products and services.  This is a given.  What troubles me, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts. I could go back much further and cite other sources, but as just one example, three years ago, in their CSO Insights’ Sales Performance O...
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Hey Sales Pros: How much do you think about "Buying Process Exit Criteria?" I hope it's "a lot!" 
Always be closing… That doesn't mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.- Shane GibsonThis is probably obvious, but before you panic from thinking that I've suddenly become an ABC fan and am sitting in a Cadillac with a set of steak knives watching a DVD of Alec Baldwin, Shane is just referring to professionally gaining commitment to move forward to the next step (an...
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Don't miss this this episode on Selling Like a Girl, from +Jim Keenan and his guests, +Jill Konrath and Taylor Teres. 
 
There are real perception challenges for women in sales. We're going ot break down those challenges and highlight the power women bring to the world of sales. You DON'T want to miss this.  "The Word" Ep. 5 on April 23rd 11AM/1PM EST! #SalesJolt #SalesWomen #BitchOrBadass #sellLikeAGirl   #SalesWomenROCK
This Hangout On Air is hosted by A Sales Guy. The live video broadcast will begin soon.
Q&A
Preview
Live
The WORD: A Jolt of Sales 411 w/ Keenan Ep. 5: Sell #LikeAGirl: Why Women Rock Sales
Thu, April 23, 1:00 PM
Hangouts On Air - Broadcast for free

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Thanks, Mike! We hope you took away as much from Jill & Teresa's Q&A as we did!
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People
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1,872 people
Have him in circles
1,683 people
Kim Larkins's profile photo
Steven Bonacorsi's profile photo
VanillaSoft Inc.'s profile photo
E. J. “Jay” Williams, Jr.'s profile photo
Mike Griffin's profile photo
Steve Browne's profile photo
Rickey McDonald's profile photo
Joanne Ullery's profile photo
Craig Kahn'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
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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.
Sales Onboarding: Twice as Good in Half the Time
www.td.org

In the sales profession, onboarding new hires is generally recognized as a critical activity. Given that, one might question why we typicall

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