Learning & Development continues to grow and evolve. While L&D has already been complementary to HR and Talent Development, in recent years, Sales and Revenue teams have found that they need support to enable sellers to be more successful in achieving their revenue goals and metrics. The emerging field of Sales Enablement is a unique discipline that combines Sales, Sales Operations and support roles along with Sales Training and Learning and Development. Quite often, Sales Enablement practitioners know the selling portion well, but struggle with the Learning/Training aspects of the role, and vice versa.
In this informative and enlightening session, learn about Sales Enablement, what it is, how it relates to L&D, career opportunities and paths, and its emergent role as an area of expertise in the L&D family.
Outcomes:
- Understand and define this squishy thing called “sales enablement.”
- Explain The Building Blocks of Sales Enablement framework and recount its moving parts.
- Describe how performance-based L&D “enables enablement” and sets the sales force up for success.
- Describe how the Sales Training System and 5 Stages of Sales Mastery & Behavior Change deliver business impact.
- Explain why our evidence-based approach to learning and performance are so needed in the enablement profession.
Participants will receive tools and experiences to learn about the
ATD Sales Competency Model.
Your Presenter
Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement.
Mike has spent 39 years in the sales profession and 29 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems. At one company, as a result of six projects, he and his team enabled an accretive $398MM in revenue, year-over-year. At another, new sales reps with 120 days on the job were outperforming incumbent reps with five years with the company.
Mike is the founder of Transforming Sales Results, LLC, and today works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he advises clients, publishes thought leadership, speaks at conferences, leads webinars, develops sales training courses, delivers workshops, and designs and implements sales enablement systems that get results. He collaborated with Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations™, authored SPARXiQ’s Sales Coaching Excellence™, published a book on The Building Blocks of Sales Enablement and collaborated with Felix Krueger to develop The Building Blocks of Sales Enablement Learning Experience.
WANT TO GO DEEPER INTO SALES ENABLEMENT? This meeting will give you a sneak peek into the content at the ATD Sales Enablement Learning & Leadership (SELL) Conference on November 7 and 8 in Alexandria, VA. Mike will also be speaking at the ATD SELL Conference! Click for details.
ATD Capability Model
Participants will receive tools and experiences to support their own competencies and ATD capabilities:
- Communication
- Training Delivery and Facilitation
- Technology Application
- Future Readiness
Photography and Video Waiver
By registering for this event, I do hereby give ATD Los Angeles and and its associates or assigns, or anyone acting under its authority or permission, the irrevocable and unrestricted right and permission to: capture the image, audio, and content via photograph, videotape, audiotape, transcription, or other means now available, copyright in its own name or otherwise, and use, reuse, publish, and republish any and all material of which I presented, or may have been included in presenting, in whole or in part. I consent to the use of all media now or hereafter known for illustration, promotion, art, editorial, advertising, trade, or any other purpose whatsoever. I hereby waive any right that I may have to inspect or approve the finished product or products and the advertising copy or other matter that may be used in connection therewith or the use to which it may be applied. If I do not provide permission, I understand that I will not activate my web camera during virtual sessions.
Please click here for cancellation and refund policies. We cannot guarantee that webinar/Zoom recordings will be available.
