The Definitive Sales Kickoff Checklist
- by Elay Cohen
- October 18, 2017
- Sales Kickoffs
Over the years, we have participated and lead hundreds of sales kickoff events. We know what works and we know what doesn’t work so well. I reflected on my deep experience to create a list of sales kickoff planning and execution tips. I shared the list on LinkedIn and crowdsourced the definitive Sales Kickoff Checklist from leaders around the world who contributed their experiences. Interest in this topic is high so we created a sales kickoff checklist.
Here are some action oriented and inspirational tips from leaders in the industry who I admire and trust:
Jill Rowley: “have an after care plan in place that drives behavioral change in sales and includes support from marketing.”
Mark Cranney: “Feature customer case studies, wins, and ROI. Account exec’s should be the ones telling the stories. Not just marketing!”
Josh Greene: “Orchestrate customer panels that align to the theme of the event are always a big hit. They also drive further customer engagement.”
Steve Mooney: “Include your best performers on stage to share the secret of their success, and steps to replicate their success.”
Joanne Black: “Don’t pack sessions with product information.”
Tamera Schmidt: “Align a sales kickoff event with company culture and measure pipeline impact.”
Andrew Monaghan: “Have a rallying session at the end for the sales leader to motivate the sales force around some clear objectives and theme for the year.”
Patricia Cuomo-Prater: “Build in some “down time”–people need time to workout, check in with family, catch up on calls, etc.”
What are your lessons learned from your sales kickoff events? What would happen to your productivity if your teams came to your events trained and left your events with content in hand? How are you measuring the impact and reinforcement of your kick-off events? How are you overcoming the reality that 90% of what is taught at kick-off events are forgotten within days?
Make your sales kickoff and company events more engaging with pre and post event content sharing and reinforcement learning. The SalesHood platform and our team of experts are here to help.
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