Every sales kickoff agenda includes an update on the company and a look at the latest innovations. Always keep in mind: the focus of the kickoff should be about how the future of the company impacts the sellers and less about what’s next for the company. It’s a slight but important distinction.
“I remember a sales kickoff,” recalls one veteran seller in the IT industry, “where our CEO spoke about the hundreds of new product features, the new integrations and the ability to support cloud needs. That was interesting for the computer engineers, but the sales side of me kept waiting to be shown how all this would help my customers.”
Make sure your sales kickoff is all about arming your sellers with what they need to deliver value to customers, or a differentiating message to prospects. If the content you deliver doesn’t speak to and about your sales team, they will ignore or forget it. Keep it relevant and make the most of the time your sellers are in one room together.