[Today’s post is the last in our series on how to have a successful sales kickoff. Revisit all of the posts: 1: Use a Theme, part 2: Build Don’t Replace, part 3: Invite Across Your Organization, and part 4: Make It About the Sellers.]
Another great sales kickoff has come to a close. Your team has listened intently to the inspiring speeches. Last year’s successes have been celebrated, and the sellers are carrying new quota targets (and probably a few new slides or templates).
But are your sellers hoping (or expecting) that all of this new information will be forgotten so they can return to business as usual? How clear are your expectations for them? Do your sellers know that they will be held accountable?
Now is the time to act! Don’t waste the momentum your kickoff has generated. Behavioral change can only be accomplished through:
Use the sales kickoff to deliver a well-defined picture of how each seller is expected to perform after the event, and then how you will follow up and measure progress throughout the year.
If you take all of these approaches, you’ll lay the groundwork for a great sales kickoff that will yield dividends.