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Sales Strategy
Sep 17, 2018 | Canadian Professional Sales Association lock

The Importance of Sales Readiness Diagnostics with Mike Kunkle


Sales readiness ensures sales reps and managers are prepared with the competencies and resources needed to engage with potential buyers and current customers, uncover opportunities, and manage those opportunities to a successful conclusion.


In the September 2018 episode of the SalesProChat podcast, we consider if your team are really ready to sell.


Our guest is Mike Kunkle, a respected sales transformation architect and widely-recognized sales training and sales enablement expert. Listen as Mike shares insights into how more sales can come from training, knowledge sustainment, skill development, skills transfer, coaching to mastery, the strategic use of content, and sound sales management practices.


Listen to hear Mike’s take on questions including:


  1. What is sales readiness and what daily problems are occurring when sell leaders fail to understand it?  

  2. How can sales readiness assessments help sales leaders evaluate the current state of their sales enablement practices?

  3. How does identifying their current 'readiness for market' help sales managers increase effectiveness and better support their sales force?

  4. What are the constituient parts that go into diagnosing one's sales readiness?

Check out more SalesProChat shows here.


More About Our Guest


Mike is the founder and Chief Sales Transformation Architect for Transforming Sales Results.


He’s spent 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies.


At one company, as a result of six projects, Mike and his team delivered 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.

Today, Mike is the Vice President of Sales Transformation Services for
Digital Transformation, Inc., (a division of Fast Lane Consulting and Education Services) and the founder and Chief Sales Transformation Architect for Transforming Sales Results, LLC.

In both roles, Mike consults and advises company leaders as they architect and implement a systems approach to sales. He writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.

Mike also freely shares many of his sales transformation methodologies, speaking at conferences, on his webinars, and writing online, and can be reached via email, or through the various social platforms on his Connect With Mik e page.


Follow #SalesProChat and join the Twitter chat on Sept 27 at 1 EST to discuss:


Q1: How can sales readiness assessments help sales enablement initiatives? #SalesProChat

Q2: Why does market research impact sales success? #SalesProChat

Q3: What's the most important factor in evaluating sales readiness? #SalesProChat

Q4: What are some of the common mistakes which sales teams make which mean they are not ready to go to market? #SalesProChat

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