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The Updated Building Blocks of Sales Enablement 11-2019

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This is what I call the building blocks of sales enablement. The advice in this presentation can help you start or evolve a sales enablement practice in your company,

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The Updated Building Blocks of Sales Enablement 11-2019

  1. 1. 1SALES ENABLEMENT SOCIETY
  2. 2. 2SALES ENABLEMENT SOCIETY
  3. 3. 3 • • • • • • • Bricks in the Wall
  4. 4. 4 • • • • • • , • •
  5. 5. 5 • • • • •
  6. 6. 6 We need to stop saying just “content.”
  7. 7. 7SALES ENABLEMENT SOCIETY
  8. 8. 8 • • • • •
  9. 9. 9 • • • • • * Content: 30,000 Foot View
  10. 10. 10SALES ENABLEMENT SOCIETY
  11. 11. 11
  12. 12. 12© Transforming Sales Results, LLC • • • • • • What Sales Support Services do you want to provide?
  13. 13. 13© Transforming Sales Results, LLC
  14. 14. 14© Transforming Sales Results, LLC NOTE: Not all these areas are always owned by Sales Enablement (especially Talent Selection and Sales Compensation). It varies greatly by organization size and complexity. See the “Bricks in the Wall” on slide 3. If not owned by Sales Enablement, there should be influence, input, involvement and cross-functional collaboration, since all these impact sales readiness, enablement, and performance.
  15. 15. 15SALES ENABLEMENT SOCIETY
  16. 16. 16© Transforming Sales Results, LLC
  17. 17. 17 • • • • • • • • © Transforming Sales Results, LLC
  18. 18. 18 • • • © Transforming Sales Results, LLC
  19. 19. 19 • • • • • • • • © Transforming Sales Results, LLC
  20. 20. 20© Transforming Sales Results, LLC
  21. 21. 21© Transforming Sales Results, LLC
  22. 22. 22 • • • • • • • • • • • © Transforming Sales Results, LLC
  23. 23. 23 • • • • • • • • • • • © Transforming Sales Results, LLC
  24. 24. 24SALES ENABLEMENT SOCIETY
  25. 25. 25 Hey Martha, how do I get to Carnegie Hall? That depends, Bob. Where are you now? 25
  26. 26. 26 • • • • • • • • • • •
  27. 27. 27© Transforming Sales Results, LLC • • • - - - - - - -
  28. 28. 28 Point A Point B
  29. 29. 29© Transforming Sales Results, LLC
  30. 30. 30© Transforming Sales Results, LLC
  31. 31. 31SALES ENABLEMENT SOCIETY
  32. 32. 32 • • • •
  33. 33. 33 • • •
  34. 34. 34 • • • •
  35. 35. 35 • • • • • • https://www.ispi.org/ISPI/ISPI/About_ISPI/PI__HPT__Model.aspx
  36. 36. 36
  37. 37. 37 • • • • • • • • • Yes, it is…
  38. 38. 38SALES ENABLEMENT SOCIETY
  39. 39. 39SALES ENABLEMENT SOCIETY
  40. 40. 40 • • • • • • • • • • •
  41. 41. 41 • • • • • • • • • • • • • • - - - •
  42. 42. 42 • • • • • © Transforming Sales Results, LLC
  43. 43. 43 Performance Consulting is a process in which a client and consultant partner to accomplish the strategic outcome of optimizing workplace performance in support of business goals. ~ Jim and Dana Robinson Human Performance Technology (HPT) is: • a systematic approach to improving productivity and competence, uses a set of methods and procedures -- and a strategy for solving problems -- for realizing opportunities related to the performance of people. • a process of selection, analysis, design, development, implementation, and evaluation of programs to most cost- effectively influence human behavior and accomplishment. • a systematic combination of three fundamental processes: performance analysis, cause analysis, and intervention selection, and can be applied to individuals, small groups, and large organizations. ~ International Society of Performance Improvement Organization Development (OD) is the practice of developing organization capability through alignment of strategy, structure, management processes, people, and rewards and metrics. ~ Organization Development Network Six Sigma is a defined and disciplined business methodology to increase customer satisfaction and profitability by streamlining operations, improving quality and eliminating defects in every organization-wide process. ~ Six Sigma Institute
  44. 44. 44 Six Sigma is a defined and disciplined business methodology to increase customer satisfaction and profitability by streamlining operations, improving quality and eliminating defects in every organization-wide process. ~ Six Sigma Institute Human Performance Technology (HPT) is: • a systematic approach to improving productivity and competence, uses a set of methods and procedures -- and a strategy for solving problems -- for realizing opportunities related to the performance of people. • a process of selection, analysis, design, development, implementation, and evaluation of programs to most cost- effectively influence human behavior and accomplishment. • a systematic combination of three fundamental processes: performance analysis, cause analysis, and intervention selection, and can be applied to individuals, small groups, and large organizations. ~ International Society of Performance Improvement Organization Effectiveness (OE) Lean Sigma Total Quality Management (TQM) Industrial & Organizational Psychology (IOP) Organizational Behavior (OB) Performance Consulting is a process in which a client and consultant partner to accomplish the strategic outcome of optimizing workplace performance in support of business goals. ~ Jim and Dana Robinson Organization Development (OD) is the practice of developing organization capability through alignment of strategy, structure, management processes, people, and rewards and metrics. ~ Organization Development Network
  45. 45. 45 •
  46. 46. 46 • • -
  47. 47. 47 • • - • © Transforming Sales Results, LLC
  48. 48. 48 • • - • •
  49. 49. 49 • • - • • • Adapted from Ferdinand F. Fournies
  50. 50. 50 • • - • • • • https://www.amazon.com/Six-Thinking-Hats-Edward-Bono/dp/0316178314
  51. 51. 51 • • - • • • • •
  52. 52. 52 • • - • • • • • • https://goalqpc.com/ https://www.mindtools.com/
  53. 53. 53 • • • • • • • • •
  54. 54. Create Your Personal Learning Plan: • Organization Development • Organization Behavior • Performance Consulting • Human Performance Technology • Human Performance Improvement • Systems Thinking • Lean and Six Sigma • Agile Methodology • Change Management Become a Sales Change Expert
  55. 55. 55 Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. Mike has spent 35 years in the sales profession and 25 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and his proven-effective sales transformation methodologies. At one company, as a result of six projects, he and his team were credited with enabling an accretive $398MM in revenue, year-over-year. At another, within 9 months, newly-hired sales reps with 120 days on the job were outperforming incumbent reps with 5 years with the company. Mike is the founder of Transforming Sales Results, LLC, and today, works as the Vice President of Sales Enablement Services for SPARXiQ (formerly SPA & SPASIGMA), where he advises clients, writes, speaks at conferences, develops and leads webinars, designs sales training courses, delivers workshops, and designs sales enablement systems that get results. Connect with Mike & Follow His Content SPARXiQ Blog https://www.sparxiq.com/blog SMM Connect Webinars http://bit.ly/SalesEnablementStraightTalkSMM BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel LinkedIn Articles http://bit.ly/MK-LinkedInArticles LinkedIn Profile https://www.linkedin.com/in/mikekunkle SlideShare https://www.slideshare.net/mikekunkle Twitter https://twitter.com/mike_kunkle 216.455.1558 mike.kunkle@sparxiq.com https://www.sparxiq.com Mike Kunkle VP, Sales Enablement Services
  56. 56. 56 Experience and Results Technology Solutions Experience (Employers & Clients) • Sales Profession: 35 years (both B2C & B2B) • Technology/software companies: 9 years • Financial services: 9 years • Managed 2 P&Ls ($8MM and $22MM) • 25 years leading corporate sales performance improvement functions and 7 years leading consulting projects • Roles/titles: sales training, sales effectiveness, sales performance development, sales management development, sales enablement – at manager, director & VP levels Results • Decreased new-hire sales rep ramp-up time by: 23%, 34%, 47%, 52% (3-18 months) • At 120 days, new reps outperformed a control group of 5-year reps by 21% (6 months) • $398MM YoY revenue increase, $9.96MM net profit increase (12 months). • Increased sales/rep in the 90 days after training by 2.3/month – avg. increase of $183k/class or $36.6mm/year (9 months) • Improved average profitability/new reps by 11% (4 months) • Improved win-rate by 16% (6 months) • Increased quota attainment by 36% YOY (12 months)
  57. 57. 57 What Others Are Saying • • • • • • • • •

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