The Secrets of Sales Methodology Adoption
According to ATD’s last State of Sales Training report, 59% of respondents reported that the single largest inhibitor to sales training success was the inability to hold sales reps accountable for using what they learned in training. Unfortunately, this challenge directly and negatively impacts sales methodology adoption.
There are many benefits to having a consistent sales methodology:
- A common language that improves internal communication
- Clear expectations and dependable selling behaviors
- A consistent customer experience
- More efficient training and better-targeted coaching
- The ability to reliably A/B test and assess sales effectiveness
- And more.
Unfortunately, if you can’t maximize your methodology implementation to get adoption, you’ll never enjoy these benefits or maximize your sales force’s full potential.
In this Sales Effectiveness Straight Talk webinar, Mike Kunkle and Tinique Lenderman will share a three-part, proven-effective system for implementing a sales methodology that will direct you to:
- Prepare for change to ensure change readiness and get the buy-in you need
- Guide the change, using a five-stage model that ensures both learning and on-the-job application
- Cement the changes through accountability measures and wrapping them into performance management practices and the culture
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
- Tinique LendermanDirector of Sales Effectiveness Services, SPARXiQ
Tinique is a sales enablement practitioner, trainer, coach, and program manager with years of experience providing impactful learning experiences and performance initiatives for thousands of sales professionals and leaders.
Since 1994, Tinique has worked with sales forces, leaders, and business stakeholders to deliver sales growth quickly through effective training and sales enablement best practices. She shifts the way that sales professionals and their managers think about their roles and delivers the uncommon sense that helps them maximize their influence, impact, and revenue.
As a sales trainer and coach, Tinique is known for her inspiring, dynamic, and humorous speaking style. With experience creating programs for sales onboarding, continuous learning, and leadership development, Tinique has delivered workshops on buyer-centric value selling, prospecting, opportunity management, resolving concerns, sales coaching, mentoring, presentation skills, as well as mindset, image, and career counseling. To get the best possible training results, Tinique has implemented multiple Sales Training Systems using The 5 Stages of Sales Mastery & Behavior Change.
As a sales enablement leader, Tinique has implemented The Building Blocks of Sales Enablement and guided organizations to establish effective sales enablement functions that deliver results by improving sales productivity, win-rates, sales velocity, and quota attainment.