It’s Sales Kick-Off Season: Five Success Criteria

It’s that time of year: Most sales organizations have their annual sales kick-off (SKO) events within the next few weeks. In parallel, the debate about the value of those SKOs is discussed as well.
Asking sales leaders about the relevance of an SKO, there are three categories of answers: One is, they need to communicate their vision and our strategy for the year and how to implement it. And the “how to “ part is becoming increasingly important. Two is to focus the SKO on seller engagement: “We need it to get the sales force engaged to implement our strategy.” And three is the group that simply says: “We’ve always done it like this; it’s important for networking purposes.” Let’s look at a few data points regarding these points of views.
Only 32.6% of our 2018-2019 Sales Performance Study participants reported that sales leaders have defined a clear go-to-market strategy (or even