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“If you fail to plan, you are planning to fail!” Benjamin Franklin
What does your training plan look like for the employees you support? Is it JUST training events or do you also include coaching, and ongoing support, and other elements?
In this week’s Instructional Designers in Offices Drinking Coffee #IDIODC we had a very broad-ranging conversation with Mike Kunkle about the importance of building a complete training plan. One that includes so much more than just training.
Mike Kunkle is a respected sales transformation architect and widely-recognized sales training and sales enablement expert.
He’s spent over 30 years in the sales profession and 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.
Today, Mike is the Vice President of Sales Enablement Services for SPARXiQ, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.
In this week’s session Mike shared the system he uses in sales training.
However, his experience is firmly rooted in Organizational Effectiveness with Learning and Development as an important and necessary element for creating high impact organizations. And it’s important to note that his system can be used in any part of your organization.
We covered most of it at a high level with some great questions from the chat. If you’d like to refresh and learn more, you can download his ebook here.
The system has three main parts:
- Prepare for Change
- Guide the Change
- Cement the Change
We spent most of our time talking about Guide the Change which are The 5 Stages of Sales Mastery & Behavior Change:
- Knowledge Acquisition
- Knowledge Sustainment
- Skill Development
- Skill Transfer
- Coaching to Mastery
And, bonus! The session also included an extra special guest appearance from Frank, Mike’s office mate. Frank made himself comfortable across the back of Mike’s chair for a few minutes before getting bored and going back to his own workstation. It gave Chris and I a good laugh.
If you want to connect with Mike, reach out to him on LinkedIn. Unfortunately, Frank isn’t on social media...
You can check out the full episode including the always-helpful chat right here.
About IDIODC
Instructional Designers in Offices Drinking Coffee (affectionately known as IDIODC) is a weekly live videocast and podcast that helps instructional designers with pain points and provides best practices and industry insight.
Every Wednesday morning at 10am ET hosts Brent Schlenker and Chris Van Wingerden guide us through an upbeat and candid conversation with their guests from the elearning and training world. The live cast session encourages peers to participate in the chat and share their own personal insight! After airing live, you can catch the learning podcast on all major streams such as Spotify, Apple and Google Play podcasts, as well as on YouTube.
