This article was published online on Mike Kunkle’s Transforming Sales Results website. on March 134 2017. Kunkle helps companies improve sales performance through disciplined and focused execution of a systems approach to sales (sales selection, sales support, sales learning, and sales management systems), which includes talent management, sales process, sales methodology, and sales technology.
In this 5-part series of blogs, he speaks to how sales managers and sales professionals should be viewing and implementing the 4 sales systems. Here’s Part 4:
In Part 2 of the series, I detailed the Sales Selection System.
In Part 3 of the series, I shared the Sales Support System.
In this Part 4 post, I will share the details of the Sales Learning System, which is a subset of the Sales Support System.
This isn’t the first time I’ve shared the Learning System, so there are many other resources you can access for details: I started work on this system back in 1991, originally referred to as the Effective Learning System. I first published it on LinkedIn Publisher back in 2014, in a post titled “Stop Wasting Money on Sales Training.” I’m not sure if it was the topic or the somewhat provocative title, but it’s the most-viewed of all my Publisher posts. [This 2014 post may also be the most detailed post on the topic.]
As you can see in the featured image, the components of the system include:
- The Right Content
- Effective Instructional Design
- Sales Manager Engagement
- Purposeful Transfer Plans
- Coaching Excellence
- Measurement Plans
- Performance Management
- An Integrated, Aligned, Change Plan
The Right Content
The best training or learning system in the world can’t overcome poor content that won’t produce real-world results. When training is the right solution, it all starts here. Training pros will be very familiar with needs and gap analysis, and I strongly encourage Top Producer Analysis to find the differentiating practices between top sales producers and middle producers. Your content should be based on this, or if you use a purchased sales methodology, at least customized to reflect your replicable top-producer practices.
Read the continuation of this 5 part blog series here.