Choosing means judging two things: is it good, meaning does it get results when sellers use it, and is it right for the way you sell and your buyers buy? Most evaluations ask those as one question. Implementing is separate work entirely: manager enablement, coaching, workflow integration, measurement, and accountability. Get either half wrong and it looks the same a year later. Adoption stalls, and the needle hasn't moved.
It opens on this page as soon as you're done. No waiting on an email.
Your details go to Mike Kunkle at Transforming Sales Results, LLC, and are never shared or sold.
If you'd rather skip ahead and talk it through, my calendar is here.
Most buyer's guides start with the vendor's materials. This one starts with your own business, because a vendor's presentation is designed to show you what their methodology does well. It's a showcase. You need to know if it truly does what you need.
Six questions about your motions, your sales model, your buyers, your deal shapes, and where your revenue actually lives. Answered before anyone's materials are in front of you.
Eight questions about the methodology itself. These are hard to assess in a conversation, so the guide tells you what to ask for and what to read.
Turning two lists into one choice. Must-haves against nice-to-haves, the two failure patterns, and the cheapest test available before you spend anything.
Choosing well gives you a fighting chance. That's all it does on its own. The work after the choice matters as much as the choice.
Score your current methodology alongside the candidates. Most companies never have.
The fastest test there is. If your methodology materials accidentally fell into your buyers' hands, would you be mortified or proud? Your buyers never see your methodology. They experience it in every conversation.
Communication skill or a technique library. Techniques are motion-specific and they decay, because buyers learn to recognize them. Communication skill doesn’t, which is what determines whether the whole thing is still working in three years.
A fourteen-criterion scorecard. Five fit criteria and nine quality criteria, weighted, with a rule for what counts as a disqualifier rather than a negotiating point.
What the adoption difference is worth. A directional model of the revenue gap with the assumptions shown so you can substitute your own.
Why managers go first. Companies train sellers and assume managers will pick up the coaching on their own. They won't. You get the sequence: managers work a section ahead, then sellers train, then weekly reviews run by the person who owns the number.
Five of the fourteen criteria are here. The rest, and the worksheets, are in the guide.
Mike Kunkle is an internationally recognized expert on sales enablement, sales effectiveness, sales coaching, and sales management. He's spent more than thirty years helping companies drive revenue growth through proven sales systems and enablement strategies. He's built five sales methodologies, implemented ten others, and run twelve Top-Performer Analyses over sixteen years.
He's the author of The Building Blocks of Sales Enablement and the creator of The CoNavigator Method, which spans B2B Sales Mastery, Sales Coaching Mastery, and Sales Management Mastery. All three are available now as training programs. The first book in the series, The CoNavigator Method for B2B Sales Mastery, releases in Q4 2026, with the other two following in 2027.