Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.
2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve their B2B sales objectives. As per the survey conducted by Vorsight, most sales teams conduct their annual Sales Kick Off meetings in January. The last few months of 2018 are ideal for sales leaders, sales operations and C-Suite to take the necessary steps to ensure the success of next year’s sales kick off.
It’s the time of year when sales teams wrap up celebrating last year’s wins and start setting goals to exceed last year’s performance. Likewise, marketing teams are heads-down in planning their own strategies for the year. Too often, though, those teams are so focused on their own planning that they forget they’re stronger together.
What does the agenda of your sales kickoff (SKO) look like? If it’s full of powerpoint sessions announcing product or company updates, you could be missing an opportunity to address skill gaps and elevate the performance of your team.
Fewer product updates, more role-based training. When asked, 62% of salespeople said they would like to see more sales skills for prospecting and qualifying opportunities at their sales kickoff events, according to Vorsight.
Make this year’s sales kickoff about maximizing profitability throughout the entire customer relationship, not just during the initial deal.
From planning to execution, your sales kickoff is one of the most critical events for starting new initiatives.