IMHO you want sales leaving the kickoff thinking they have everything in place to hit their number on the year
- My comp plan is signed and territory defined (should be the admission ticket to the event)
- I have learned about the new messaging and tools that will help me
- I know what's coming in terms of marketing, alliances, and SDR programs to help me
- My supporting resources are trained and ready to go (e.g., my SC is up to speed on the last new products and competitive info)
I want to get off the plane home think: locked and loaded
And, of course, I am fired up. Attitude matters.
And, of course again as you say, this isn't a one-shot thing: at companies I've worked we had quarterly update sales training (1 day/qtr) plus not only a global annual kickoff but a regional mid-year kickoff.
Your sellers cost you a ton. Make sure they're locked, loaded, and fired up
IMHO you want sales leaving the kickoff thinking they have everything in place to hit their number on the year
- My comp plan is signed and territory defined (should be the admission ticket to the event)
- I have learned about the new messaging and tools that will help me
- I know what's coming in terms of marketing, alliances, and SDR programs to help me
- My supporting resources are trained and ready to go (e.g., my SC is up to speed on the last new products and competitive info)
I want to get off the plane home think: locked and loaded
And, of course, I am fired up. Attitude matters.
And, of course again as you say, this isn't a one-shot thing: at companies I've worked we had quarterly update sales training (1 day/qtr) plus not only a global annual kickoff but a regional mid-year kickoff.
Your sellers cost you a ton. Make sure they're locked, loaded, and fired up
Excellent article Paul, exactly what a sales leader and organization needs to cre enduring value from an SKO.