Blog—Why Approach Sales Kickoff Differently | 6Connex

Posted by 6Connex Blogger on Oct 2, 2017 10:59:32 AM


Sales Kickoffs (SKOs) have evolved a lot in the last 5-years and as leading companies continue to look for an edge, SKOs need to be more than just a tradition, they need to show ROI.

“Whatever the size of your organization, a SKO typically represents a relatively significant investment, due to travel expenses, meeting expenses, opportunity loss for the sales team, productivity loss for other attendees, or some combination of all of those. It’s important to make your SKO not only an event that attendees enjoy, but one that’s impactful.  

As we barrel toward January, this is the time to ask yourself, seriously, whether your SKO is simply an event, or whether it’s the beginning of a well-honed strategic effort that will continue to propel your sales organization to achieve your objectives for the year?” 

How you plan your SKO is important but thinking about how you deliver the message is just as critical. Questions you need to ask when planning an SKO are:

  1. Will attendees retain what they learn? 
  2. Who gets to attend?
  3. What about employees hired after the SKO?
  4. Is the entire organization prepared to support your goals?
  5. What is the ROI? 

You can answer these questions in the affirmative if you stream live and then capture you next SKO. For around 5% of what you spend on your physical SKO you can say with confidence:

  1. Will attendees retain what they learn? Yes, anyone that attends the live SKO will have access to all of the presentations on-demand.
  2. Who gets to attend? Anyone in your organization will be able to attend live or on-demand. No longer do you have to decide who gets to go and who does not.
  3. What about employees hired after the SKO? New hires will be able to watch your SKO in its entirety, onboarding them in days and helping them to hit the ground running.
  4. Is the entire organization prepared to support your goals? Yes, by attending your SKO live or on-demand, your company will be in total alignment with your sales plan.
  5. What is the ROI? By adding a small amount to the SKO budget you can increase retention of content, allowing anyone in your organization to attend, on-board new hires and deliver your goals company wide.

This all sounds great, but what if you are being asked to reduce your physical SKO budget?

If you are decide to stream live and create on-demand sessions, you can great reduce the number of individuals that attend the physical event while still giving them access to all of the content.

For an event greater savings, you can take the entire keynote presentation/educational content portion of your SKO and deliver it entirely online, and use the budget you have to plan a networking only physical event. You can use that budget to host regional happy hours. Or you can add new sales incentives or add the number of people eligible for President’s Club.

Check out how SonicWall took their latest SKO to the virtual world-facilitating live sessions and Q&A “hot topic” sessions along with a robust library of informational resources. Read the full Case Study.

Need help with your sales kickoff? Learn how 6Connex can help.


Topics: Sales

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