Categories: CRO Best Practices | Sales Kickoff | Sales Leadership
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a way that is relevant to your company's top priorities and revenue goals for the year? Force Management has worked with hundreds of organizations to help them execute sales kickoffs that advance their strategic revenue goals. Today, we're calling on insights from three of our veteran facilitators who design, plan and lead kickoff training events that get results. Here are the leadership actions after the sales kickoff that they've seen drive positive business outcomes.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
As we start the new year, many of us are also launched into SKO season. As a revenue leader, you've invested budget, time and resources into this event - with the assumption that you will see ROI in terms of your strategic revenue goals. Your goal may be to improve upon last year's performance by training up new or underperforming members of the sales team and communicating expectations. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.
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Categories: Economic Change | Sales Kickoff | Sales Messaging
The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your revenue teams are setting their goals and habits for the new year, and SKOs and strategy sessions are shifting their approach. The first month or two will be crucial in setting the foundation that will determine your organization’s success this year. Now is the time to lay out a bold strategy and empower your teams to take control of closing bigger deals, stacking pipeline, and driving toward organizational goals. Here are three strategies that leaders are using to start the year strong with a message that delivers ROI and aligns with your broader vision for growth and profitability.
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Scot Loeffler knows a thing or two about leadership. He knows about leading a change initiative, getting the most out of high performers, and what it takes to be elite. Scot has worked with some of the most recognizable names in college and pro football as a quarterbacks coach or coordinator. In 2018, he became Head Coach at Bowling Green State University (BGSU) and began the task of turning their football program around. Recently, Coach Loeffler sat down with John Kaplan and John McMahon on the Revenue Builders Podcast to share his experiences and insights on leadership. In a candid discussion, Scot and the hosts break down the strategies he leveraged to engineer a new era of success for BGSU football and how the same tenets apply for leaders of any high-performance team.
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here. Today, we're sharing the top leadership tactics that Kaplan and McMahon have seen make a successful SKO that drives productivity, revenue and valuation. Keep reading for four things that all the best SKOs do.
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Categories: Sales Kickoff | Sales Leadership | Sales Training Initiative
The sales kickoff (SKO) is where you the stage for what’s coming, explain what’s changed and chart the path for success in the next year. But let’s get real. Rallying the troops and rah-rah speeches are great, but they are not what helps land high-value accounts or meet the growth imperative. Moving the needle comes by taking direct action on the day-to-day selling motion. The top performers on your revenue teams appreciate nothing more than having obstacles removed from their path. Clear the runway for them to go after and successfully land high-dollar targets by making efficiency an overt theme across your SKO. In a conversation with John Kaplan on the Revenue Builders Podcast, Tenable COO Mark Thurmond refers to this leadership function as Removing the Friction. In this clip, Mark breaks down how he approaches these conversations and digs into the nuts and bolts of removing roadblocks that impede productivity:
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