Proven Ways To Increase Sales Kickoff Event Engagement
- by Elay Cohen
- December 8, 2017
- Sales Kickoffs
SalesHood - Sales Enablement Platform
Kickoff season is fast approaching and every sales enablement professional is looking for ways to increase sales kickoff engagement.
We all know how important the actual event is, and that it’s only a piece of a successful kickoff. We want to inspire you to build a strategy to creatively educate, reinforce knowledge, and share best practices pre, during, and post kickoff.
We’re fortunate to have an amazing community of leaders and companies staying on the forefront of enablement innovation. Here are a few proven and successful suggestions to drive more engagement before, during, and after kick-off events.
Jake Hofwegen (SVP Revenue Operations & Strategy) decided that he and his team wanted to crowdsource win stories across all their revenue teams. They challenged every sales channel and customer success professional at Yext to record a short video deal win story. Their teams recorded over 260 win stories which were peer-reviewed and watched over 1,500 times. They even showed some of the biggest and most creative deals wins at their kick-off event. Kudos to you and your team Jake!
At DocuSign, John Hsieh (VP, Sales Enablement) and Jeff Leslie (Director Sales Communications) engaged their teams in new ways during their last kickoff event. With the theme ACHIEVE, they asked their teams to answer two questions with a video story answer. The questions they prompted were “What was your biggest achievement last year?” and “What are you aspiring to ACHIEVE in the coming year for yourself, your customers, and for DocuSign?”. Hundreds of video stories were shared coupled with thousands of peer reviews and views. They also created a fabulous event guide used onsite with schedules, content, and Q&A.
Aaron Farley (Global Head of Enablement) and his leadership team at Apttus is committed to building a culture of learning with prework before every kickoff. They believe in getting the event started before the event with five hours of prework including product training, new pitch deck reviews, sales process best practices and competitive updates. Apttus boasts over 90% completion of their kick-off prework year after year. Their teams do the work and they appreciate the thoughtful and well-curated enablement. By creating short videos and knowledge checks to be completed before the event, promote more active learning and participation at their event versus death by powerpoint.
At Alteryx, Amy Pence (Director of Enablement) ran a very different kind of video story challenge for her teams at one of her kick-off events. She had her sales teams show gratitude for their Chief Revenue Officer by recording a “Thank You” video story in 10 seconds or less. They turned all the videos, many of which were very heartfelt and creative, into a beautiful montage they played at their event. The video and gratitude was a huge surprise.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.