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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

How to Plan, Execute and Drive Results?

Posted by George Albert on Oct 5, 2018 2:58:12 PM

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plan execute & drive results

 

2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve their B2B sales objectives. As per the survey conducted by Vorsight, most sales teams conduct their annual Sales Kick Off meetings in January. The last few months of 2018 are ideal for sales leaders, sales operations and C-Suite to take the necessary steps to ensure the success of next year’s sales kick off.

The objective of a sales kick-off meeting is to drive the motivation and morale of the team leading to better productivity and results. Organizations spend time, efforts, and money in these sales kick-off meetings but do they achieve the results they desire?

As per State of Sales Kickoff meeting survey, 75% of attendees do not award the sales kick-off meeting by their company an “A” grade. And, 29% feel that it merits a “C” grade.

In order to make the sales kick-off meeting effective, it is a good idea to analyze where the gaps are so that they can be plugged. One of the common errors by companies organizing the sales kick-off meeting is that it is planned as an isolated event rather than for the complete year. The best way is to use an integrated approach which includes follow up training for the entire year.

Kit: How To Plan, Execute And Drive Results At Your Sales Kickoff Event

One of the basic prerequisites for a sales kick-off meeting is conducting relevant sales fundamentals training for sales reps prior to the meeting. The learning during the sales kick off can be reinforced by follow up digital selling training.

How to make sales kick off effective and improve ROI?

The sales kick-off meeting should be a planned comprehensive training for the complete year so as to achieve the complete sales transformation.

Some of the suggestions by sales reps and sales executives are:

  • 41% feel training should be provided prior to the meeting.
  • 62% are of the opinion that SKO training should be followed up with on-going reinforcement.
  • According to 42%, there should be a follow through using kickoff theme and messages for the whole year.

The respondents also felt that there was scope for improvement in areas such as:

  • SKO’s guest sales focused speakers.
  • SKO’s motivational speakers
  • The venue
  • Food options

If you are looking for guidelines to make your sales kick off a more meaningful process, you can take the help of these resources:

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George Albert

George Albert

About the Author

George brings over 20 years of Sales and Marketing Experience helping companies from start-ups to fortune 500 solve their complex revenue generation systems.

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