It’s the most wonderful time of year (if you are sales enablement)--the quiet week or two between start-of-year kickoff events and what I like to call “high conference season.” As an enablement leader, it’s important to take this time to reflect on what’s gone well in our first quarter, what we need to carry through into the next, and most importantly to me, what we are measuring.One of our key deliverables at the beginning of the year (as is the case for many sales enablement teams) is global sales kickoff. Many times, these events are the one time the entire sales organization will be together during a fiscal year. It’s always nice to be face to face. And surely there is some intrinsic value in having your customer-facing staff step away as one year transitions to the next; we need that time to reflect, celebrate successes, and set goals for the year ahead. That said, in an environment where budgets are under constant scrutiny and enablement is challenged to do more with the same (or sometimes fewer) resources: how do you shift sales kickoff from “same old meeting” to “value-driving event?”We set out to accomplish just that in February.First, we did our homework, relying on recent benchmarking of sales kickoff meetings in 2014. Overwhelmingly, kickoffs are:
- Held in-person
- Driven by sales leadership goals
- Leveraged to communicate strategy and vision updates
- More selling techniques
- More deep product expertise/knowledge
- To “ban PowerPoint” (I laughed out loud at this)
- Shape your agenda around the behaviors you want to drive your account executives to use in your sales year.
- Tackle my number one challenge with any kickoff event and pull attendees away from their tech.
- Remember any kick-off event is about celebrating success – and it should be.