It’s no secret that organizations often fail to get a significant return on their sales training investments. Why? Because many organizations use event-based training without change management plans.

Simply put, to improve sales readiness and increase sales performance, organizations need to select a sales methodology (content) that works, and then support reps to:
 

• Remember what they’ve been trained (Sustain)
• Apply those skills on the job (Transfer)
• Develop those skills to mastery (Coach)

Sales coaching is key to all three, as is the training and enablement for your sales managers to support their reps.

Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert.

He’s spent 34 years in the sales profession and 24 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 methodologies. Today, Mike is the Vice President of Sales Enablement Services for SPA and SPASIGMA, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.

You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.