It's Sales Kick Off Season... Again! (Timely Tips for the SKO Planning Team)
Lisa Magnuson
Top Line Sales is the go-to partner for senior sales leaders who need their teams to close their largest opportunities—whether from new prospects or key accounts.
It’s sales kick off (SKO) season again and this year, more than ever before, you need a high impact, valuable event. However, this year will look a bit different. Planners must…
- Keep salespeople engaged through a live virtual event
- Provide relevant learning to a diverse audience of sellers
- Build an agenda that includes simple, yet powerful ways to help salespeople hit the ground running in 2021
And the list could go on. Talk about a challenging year to deliver a standout SKO! With the pressure on, here are a few tips:
First, determine your overriding goals. Do you want to entertain, inspire, or educate? (Contact me to tap into my vast network of specialized sales experts. I can point you in the right direction, no matter your goals.)
Next, consider topics that have wide appeal. Three topics that I’ve found to be popular right now and can be easily sized are:
- The Power of Pre-call Planning
- Leveraging Win Themes? to Improve Prospect Receptivity
- Securing an Executive Sponsor to Win More 5X Deals
Consider the below model to test the impact of these subjects:
Results Model:
Common close ratio: 25%
Add consistent pre-call planning: +20%
Add account strategy development, including executive sponsorship: +10%
Add use of Win Themes?: +10%
NEW CLOSE RATIO: 65%
Parting word: External resources such as expert sales consultants, speakers, and trainers book up quickly during the SKO season (January – March). Schedule early to allow for customization and top-notch results.
Your SKO has the ability to be an outstanding event this year. With careful planning and the right resources, it can be a transformational experience that pays big dividends throughout the year.
Good luck and good selling!
Two Award Winning Books for your Sales Kick-Off:
o The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships
o The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly