how-to-use-a-sales-diagnostic-to-improve-performance 
The Center for Sales Strategy
JUNE 14, 2021
Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. We use a process called the Sales Diagnostic to take the 10,000 foot view. The 30,000-ft. The 30,000-ft.
Mike Kunkle
NOVEMBER 23, 2023
In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.
Mike Kunkle
MAY 30, 2023
Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Therefore, enablement is hard work. See what I did there?
Miller Heiman Group
AUGUST 6, 2020
Sales organizations can elevate their enterprise sales strategy by adopting a sales methodology designed to improve sellers’ conversational skills. That’s why we’ve developed our diagnostic, the Sales Conversation Metric. Consistently conduct mutually valuable sales calls.
Mike Kunkle
JUNE 12, 2022
At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. This is a post I never wanted to write.
Mike Kunkle
MAY 11, 2022
Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.
Mike Kunkle
OCTOBER 24, 2021
It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.
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