Selling is more than just being persuasive and building relationships, it involves methodologies and systems.
Mike Kunkle, widely recognized sales transformation strategist, practitioner, speaker, and writer, joins me on this episode.
Mike defines the systems approach to sales, a logical way to set up an organizational environment that supports the sales function. Mike cites Kurt Lewen and Geary A. Rummler on behavior, environment, and process.
Mike discusses the difficulty and complexity of sales, and focusing on the buyer journey and the problems to solve. Mike quotes Tony Robbins about the path to success. It helps to analyze the top achievers, and learn their behaviors.
Mike talks about global studies made by Learning International (now Achieve Global) about behaviors of top sales performers, that Learning International then used to build their programs around those sales competencies.
Mike says compensation is not what makes the most difference in sales. He lists his Fantastic Four systems that have the most effect on sales success. He also notes that the top 4% of sales reps are so good, they are above systems.
The bell curve of sales still has not shifted in general, but the companies at the top end are not always the same companies. Mike tells how the top companies get to the top.
Psychometric tests may not be widely used for hiring, or be used effectively. Mike suggests researching the tools and their application. Mike shares successes from when testing tools were used well, and thoughtfully.
Management by anecdote does not match intelligent management backed by the scientific application of data. Tools and processes work to boost management success.
Aligning the buying and selling processes assumes the buyer knows their best practices for buying. The seller may need to guide the buyer in learning their own process. The vendor must be flexible and agile to align to the buyer need.
Individualized buyers, and company environments, make every buying process different. Mike refers to Aristotle as the first sales trainer. The key is to understand the individual and their goals.
Mike is a trainer by being a subject matter expert, a seller, and a manager, not by the training profession. To be sure of his system, he verified it and measured results. He researches and plans in his work to drive up performance.
Mike’s system includes a learning system, and a managing system, as two of the four system pillars, so the human element is counted into the methodology.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.