While there are multiple systems in the sales performance ecosystem, there are four within control of most sales enablement and sales readiness practitioners, which when aligned, will significantly transform sales results: the Sales Selection System, Sales Support System, Sales Learning System, and the Sales Management System. These slides share concepts that have consistently produced excellent results for my client and employers.

1. Mike Kunkle A Systems Approach to Sales Transformation
A Systems Approach to Sales Transformation
Mike Kunkle
Sales Transformation Strategist
Transforming Sales Results, LLC

2. Mike Kunkle A Systems Approach to Sales Transformation
Transforming Sales Results, LLC
TransformingSalesResults.com
mike@mikekunkle.com
(214) 494-9950
Follow Mike & His Content
SMM Webinars http://bit.ly/STSTonSMM
BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel
Blog http://www.TransformingSalesResults.com
LinkedIn Publisher http://bit.ly/MikeKunklePublisher
LinkedIn Profile http://www.linkedin.com/in/mikekunkle
Twitter https://twitter.com/mike_kunkle
SlideShare http://www.slideshare.net/MikeKunkle
Google+ https://plus.google.com/+MikeKunkle
Mike Kunkle is a renowned 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 leading
transforming sales results, LLC, designing sales learning systems, speaking,
leading webinars, and guiding clients through all aspects of their sales transformation.
Mike Kunkle
Sales Transformation Strategist

3. CSO Insights 2016 Sales Enablement Optimization Study
People Technology
Skills &
Knowledge
Process
© 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
Mike Kunkle A Systems Approach to Sales Transformation 3

4. The Four Sales Systems
Mike Kunkle A Systems Approach to Sales Transformation 4
http://bit.ly/4SalesSystems-Overview

5. Mike Kunkle A Systems Approach to Sales Transformation
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 A Systems Approach to Sales Transformation 5
http://bit.ly/4SalesSystems-Selection

6. Mike Kunkle A Systems Approach to Sales Transformation
Two Systems for Sales Readiness / Sales Enablement
Mike Kunkle A Systems Approach to Sales Transformation 6

7. Mike Kunkle A Systems Approach to Sales Transformation
Sales Support 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 A Systems Approach to Sales Transformation 7
http://bit.ly/4SalesSystems-SalesSupport

8. Mike Kunkle A Systems Approach to Sales Transformation
Sales 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 A Systems Approach to Sales Transformation 8
http://bit.ly/4SalesSystems-SalesLearning

9. Mike Kunkle A Systems Approach to Sales Transformation
Sales Management System
• Master Sales Hiring
• Remove barriers to Frontline Sales Manager
(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 Sales Enablement Tools
• Master Sales Performance Management
Mike Kunkle A Systems Approach to Sales Transformation 9
http://bit.ly/4SalesSystems-SalesManagement

10. Mike Kunkle A Systems Approach to Sales Transformation
Sales Management System: ROAM Explained
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 A Systems Approach to Sales Transformation 10
http://bit.ly/4SalesSystems-SalesManagement

11. Mike Kunkle A Systems Approach to Sales Transformation
Further Reading on The Four Systems
• Part 1, Four Systems Overview: http://bit.ly/4SalesSystems-Overview
• Part 2, Sales Selection System: http://bit.ly/4SalesSystems-Selection
• Part 3, Sales Support System: http://bit.ly/4SalesSystems-SalesSupport
• Part 4, Sales Learning System: http://bit.ly/4SalesSystems-SalesLearning
• Part 5, Sales Management System: http://bit.ly/4SalesSystems-SalesManagement
Mike Kunkle A Systems Approach to Sales Transformation 11