MIKE KUNKLE

WHAT I DO:
• I analyze performance levers, build selection, training and performance systems based on the study of top producers, and implement other systems, processes and policies to support the levers and the sales/buying processes. Then I build the training, tools and resources needed by sales managers to reinforce, sustain, and grow performance. This work radically improves sales results and moves the needle on the metrics that matter.
• As of January 2013, I am the Director, Product Development for Richardson. See that role on my profile for more detail.

MY METHODOLOGY:
• See http://bit.ly/PerfLevers082011 for my personal sales transformation methodology.

ACHIEVEMENT HIGHLIGHTS:
• Some examples below. See page 2 of http://bit.ly/MK2012CSP for examples of transformation outcomes.
• Achieved a $398MM accretive revenue increase in one year from final project completion.
• Newly-trained sales reps with 120 days on the job outperformed a control group of reps with 5 years with the company.
• Increased sales per rep by 47% in 9 months through changes in territory management & sales coaching.
• Increased sales 600% over previous year while decreasing operating expenses by 21%.
• Improved average profitability per rep by 11% in 4 months.

INVITE ME via http://bit.ly/InviteMike-LinkedIn

TRAINING
• Needs & performance analysis
• Instructional design
• Training delivery (instructor-led, e-learning, VILT)
• Training transfer
• Training evaluation

SALES FORCE TRANSFORMATION
• Sales analytics
• Sales hiring
• Sales skills training
• Sales coaching
• Performance lever diagnosis and alignment
• Sales management development
• Sales process
• Sales enablement
• Sales optimization
• Sales effectiveness
• Sales operations
• Sales compensation

ORGANIZATION EFFECTIVENESS
• Strategic planning
• Organization development
• Employee selection & development assessments
• Leadership development
• Performance management
• Coaching
• Process improvement
• Change management