Mike Kunkle

See http://bit.ly/PerfLevers082011 for the sales transformation methodology I developed.

INVITE ME - http://bit.ly/InviteMike-LinkedIn
Prefer to connect with those doing sales transformation work and training/OE/OD.

SUMMARY
Sales effectiveness leader with expertise in performance lever analysis, developing sales training, and leading sales performance improvement projects. Thrives on forging a path to breakthrough performance.

VALUE PROPOSITION
Maximizes sales performance improvement practices to radically improve business results. Has delivered millions of dollars of ROI to employers.

ACHIEVEMENT HIGHLIGHTS
• Achieved a $398MM increase in revenue and $9.96MM net ROI through multiple performance improvement projects.
• Increased sales per rep by 47% through changes in territory management and sales coaching.
• Increased sales 600% over previous year while decreasing operating expenses by 21%.
• Improved average profitability per rep by 11% in 4 months.
• Newly-trained 4-month employees outperformed a control group of 5-year employees.

CAPABILITIES

TRAINING
• Department leadership
• Needs & performance analysis
• Instructional design
• Training delivery (instructor-led, e-learning, VILT)
• Forecasting, budgeting, P&L
• Training evaluation (Return on Expectations, ROI)

SALES TRAINING | SALES EFFECTIVENESS
• Sales hiring
• Sales training
• Sales coaching
• Product training
• Negotiation
• Lead management
• Pipeline | opportunity management
• Account selection
• Account development
• Major account management
• Time | territory management
• Sales performance lever alignment
• Sales management development
• Sales process improvement
• Sales enablement
• Sales force automation
• Sales compensation

ORGANIZATION EFFECTIVENESS
• Strategic planning
• Organization design
• Job analysis | design
• Employee selection & developmental assessments
• Management | leadership development
• Performance management
• Coaching | mentoring
• Process improvement
• Change management

• Breakthrough Sales Results

  • May 2011 to January 2012
  Team Members: Mike Kunkle

  Over the past 15 years, I have developed a methodology that allows me to diagnose organization performance levers, build training where it is needed, and implement other systems and processes to support the levers, the sales organization and customers. This work, done well, radically improves business results and moves the needle on the metrics that matter. Then, I build the training, tools and resources needed by managers and other leaders to sustain and grow that performance. My projects have consistently exceeded executive expectations and in one case, a series of projects culminated in a $398MM revenue increase with a $9.96MM net return-on-investment within one year.

1. Sales Training
2. Gap Analysis
3. Performance Improvement
4. Process Improvement
5. Sales Management Development
6. Sales Effectiveness
7. Sales Enablement
8. Sales Optimization
9. Sales Operations
10. Performance Lever Alignment
11. Learning Management
12. Instructional Design
13. Training Delivery
14. Program Evaluation
15. Training and Development
16. Learning Solutions
17. Sales Performance Levers
18. Sales Performance Management
19. Sales Transformation

• Dale Carnegie

  • The Dale Carnegie Course in Effective Speaking and Human Relations

Websites:

• Scribd Documents
• Slideshare Materials

Interests:

Sales training, sales effectiveness, sales enablement, sales performance improvement, sales performance lever analysis, human performance technology, sales process improvement, sales coaching, performance consulting, training, organization effectiveness, strategic planning, change management, organization development, interviewing, selection, assessments, performance management, management development, leadership development, instructional design, ADDIE, facilitation, training delivery management, training department leadership, e-learning, VILT - virtual instructor-led training, LMS - Learning Management Systems, forecasting, budgeting, department leadership, consultative selling, negotiation training, product training, account selection, account development strategies, lead management, opportunity management, pipeline management, major account management, time and territory management, family, reading, Internet research, and local Dallas / Fort Worth, Texas activities.