Using Sales Competencies to Clone Your Top Producers


Mk bio headshot (2)
VP, Sales Effectiveness Services, SPARXiQ
Cheryl lasse profile photo 500x510 li
Managing Partner, SkillDirector
Webinar Recording Details
  • Date and Time
    Wed, Apr 17, 2019 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


At a time in the sales profession when only 50-60% of reps make quota and over 20% of opportunities end in No Decision, there is massive room for performance improvement and growth in most sales forces. In many organizations, the Pareto Principle is alive and well-meaning that 80% of the revenue is delivered by the top 20% of sales reps.

What could it mean to your company if you could clone your top producers, fix those problems, and close these performance gaps?

In this Sales Transformation Straight Talk™ webinar, sales performance expert Mike Kunkle welcomes competency development expert Cheryl Lasse, to tackle this exact topic. They’ll share how you can use sales competencies as a foundation to replicate the performance of your A Players and move your B and C Players up a notch.

Join Mike and Cheryl to:

  • Explore top-producer analysis techniques
  • Discuss the steps to develop an actionable sales competency model in weeks
  • Discover a competency development framework that produces personalized learning plans to close competency gaps
  • Foster a learning culture and create an environment that supports performance improvement

About Mike Kunkle

Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 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 Effectiveness Services for SPARXiQ, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.

You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.

About Cheryl Lasse

Cheryl Lasse is SkillDirector’s Managing Partner. Cheryl has extensive experience with competency model development and implementation, and enjoys sharing her knowledge and passion.  She believes people are intrinsically motivated to excel, if they are given access to a competency model for their role, the opportunity to assess themselves against that model, and personalized learning to help them close gaps and meet aspirational goals. This philosophy has been embodied in the Self-Directed Learning Engine, designed to make people great at their jobs. 

Cheryl has a strong background in consulting, marketing, and sales, mostly in tech companies, where training has played a chief role throughout her career. She holds bachelor’s degrees from Syracuse University in computer science and HR, and an MBA from the University of South Florida.