White Paper | Sales Training System
Learn how to get adoption and deliver outcomes with your sales performance improvement initiative
Given the complexities of today’s dynamic selling environments, it’s easy to see why so many organizations are putting an increased emphasis on sales enablement. Much of what we do in sales enablement and sales training is designed to foster good sales behavior. Unfortunately, despite the increased investments, many organizations are not seeing the expected returns in sales performance.
Applying Systems Thinking to Sales Training is the change needed.
In this white paper, you will learn:
- What is Systems Thinking?
- Why Do We Need a Sales Training System?
- Why Training Doesn’t Always Improve Performance
- Why Sales Effectiveness is Declining
- What is the Future of Selling
- Why Sales Training Projects Fail?
- The 5 Stages of Sales Mastery & Behavior Change
- How to Prepare for Change
- How to Guide the Change
- How to Cement the Change
- How Sales Technology, Other Tools & Services Can Support the 5 Stages
Meet the Authors
Vice President Sales Effectiveness Services at 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 Enablement Services for SPARXiQ.
Sr. Product Marketing Manager at Allego
Jake Miller joined Allego after commercial launch to help establish product marketing and lead ongoing strategic use case development and commercialization efforts.
Jake is passionate about sales performance and incorporates his experience as a salesperson in the commission-only high-ticket retail world into his approach for product marketing at Allego. Allego provides a sales learning and readiness platform that elevates sales team performance by harnessing the power of mobile video knowledge sharing to drive better customer conversations and empower reps with the training, practice, coaching, and collaboration they need to win more deals.