Sales kick-off meetings (SKOs) are a brilliant way to motivate and engage sales reps. They bring national and international teams together and can have a major impact on performance over the year.
The problem is that most of the momentum built during SKOs gets lost the second people leave. As a result, kick-off meetings aren’t effectively serving teams or businesses in the long term.
It raises the question: how can you turn SKOs from a one-off event to a catalyst for change?
With presentations, motivational speakers and competitions, there’s a palpable buzz at SKOs.
Then two weeks later, everyone’s back to work as normal. Why does that happen?
It’s a fact that 87% of sales training is forgotten within three weeks. The main reason is that there’s a lot of theory but people don’t know how to turn it into action.
SKOs have a similar problem. The right intention is there, but the quantity of information and how it’s presented can make it difficult to remember and therefore difficult to act on.
The SKOs should be about fuelling the passion and knowledge of the sales team. Build it with action in mind and its impact will live on long after the meeting is over.
Here are three places to start.
Don’t just do skills or product training. Use case studies and get teams to work through relevant examples. Real-life scenarios will boost memory because they’ve actually experienced it and had to work together to come up with solutions.
Make sure there’s a core message behind everything, from the presentations to the exercises and competitions. Avoid having lots of disparate parts brought together. Ask yourself: what are you looking to achieve? And what’s the bigger cause that the business is working towards?
It’s often the loudest people who take the limelight, but SKOs should also bring out the underlying strengths of more introverted people. Check every single person is acknowledged and gets involved.
When you’re coming up with ideas for your sales kick-off meeting, it’s a good idea to start at the end.
Then you can go back and create the journey that takes them from A to B. Work through the natural stages, from theory to practical. Keep the point about driving action in mind – it’s the practical, experiential activities that boost memory and understanding.
If you want the SKO to stick in people’s memories, it shouldn’t just be one person talking the entire time either. Achieve this by combining presenters and having a mix of internal speakers and external facilitators.
Internal speakers will make sure your SKO is highly relevant to the audience, but external speakers create the buzz. They should be able to bring charisma and a presence to the stage so attendees sit up and listen.
Finally, salespeople love competition. Make sure everyone knows from the start that there are big prizes to be had. You want people to know they’re going to be recognised by key people in the business at the end.
The last question is: how do you keep it all going once the SKO is over?
Build ideas and messages from your SKO into your plan throughout the year. Create usable, tangible actions that can become part of your workflow.
You can also develop your quarterly business meetings to reinforce the core idea from your SKO. It’s a helpful way to keep the momentum going and refresh memories.
Flume are industry leaders in designing, delivering and driving impact around sales kick-off meetings.
From creating powerful messaging to making people sit up and listen, we’re experts at creating a buzz around sales. What’s more, we’ll work with you to identify ways to embed new learnings once the event is over.
“We couldn’t have done it without Raoul. In a room of 230 people, he managed to build rapport with every one of those individuals. We had really great motivational speakers, but he was the only person who got a standing ovation!
“The feedback has been phenomenal – I’ve had loads of people saying it was the best SKO they’d ever been to. I would absolutely recommend the team for sales training content as well as SKOs.” – Clare Dunstall at Claroty.
Contact us to find out more.
Sales velocity measures how fast you’re making money. It looks at how quickly leads are moving through your pipeline and how much value new customers provide.
Why is it so important to track sales velocity? A higher sales velocity means you’re bringing in more revenue in less time.
Read our article on ‘The four levers you can pull to increase sales velocity and how to make an impact’
Sales kick-off meetings: How to use the momentum to power long-term change
17th May 2022
Drive retention and performance through a sales academy
9th March 2022
Call AI: The sales coaching technology you need in 2022
22nd February 2022
Drive real results from sales training in 2022: Why the traditional model doesn’t work
2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
The four levers you can pull to increase sales velocity and how to make an impact
1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
It might be hot outside but you still need a SCARF.
12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015