Almost 75% of companies are using their sales kickoff (SKO) to drive revenue. Watch this to turn that SKO momentum into lasting revenue.
(00:00 – 02:34)
Introduction & Background
- Eli Cohen, CEO of Saleshood, introduces himself and discusses Saleshood’s mission to improve sales productivity and enablement. He shares his background at Salesforce and the origins of Saleshood’s approach to sales enablement.
(02:34 – 03:36)
The Power of Sales Kickoffs (SKOs)
- Eli shares a story about a sales kickoff (SKO) advice from Marc Benioff, emphasizing how SKOs should inspire and motivate employees rather than being overloaded with training. SKOs should energize teams for the entire year, not just during the event.
(04:13 – 07:37)
Survey Insights on SKO Trends
- The discussion shifts to insights from an annual survey on sales kickoffs, with data showing that companies using immersive, pre- and post-work for SKOs see higher sales productivity, including a potential 20% increase in revenue.
(07:37 – 10:51)
Hybrid SKOs and Evolving Company Structures
- The survey reveals a shift towards hybrid SKOs due to economic factors and remote working. Companies are blending in-person and virtual elements for a more inclusive and efficient experience. The importance of collaboration between departments like marketing and customer success during SKOs is also highlighted.
(10:51 – 18:49)
SKO Focus Topics: Sales Skills and Prospecting
- A key focus of SKOs is on prospecting, with Eli discussing the confusion around which roles are responsible for it. There’s a push for salespeople to take ownership of their territories, utilizing digital tools to support their efforts while also maintaining personal connections.
(18:49 – 23:30)
Territory & Account Planning
- Territory and account planning are critical for driving prospecting success. Eli discusses the integration of tools like Fullcast for capacity planning and Saleshood for customized, personal outreach. This approach helped their team achieve 150% of pipeline goals.
(23:30 – 30:51)
Motivational Themes & Setting the Tone
- The importance of setting a motivating tone at SKOs is discussed. Themes like growth, collaboration, and excellence resonate strongly. Eli emphasizes the need for sales teams to feel excited and engaged, aligning with the company’s overarching goals.
(32:29 – 35:55)
Measuring SKO Impact & Organizational Alignment
- The focus has shifted from just knowledge retention to measurable outcomes from SKOs. The conversation highlights the need for companies to have clear, company-wide metrics that align departments and drive effective outcomes post-SKO.
(35:55 – 40:37)
Revenue Operations (RevOps) & Data-Driven Enablement
- The role of RevOps in connecting departments and enabling access to data for better decision-making is emphasized. Eli and Amy discuss how using data effectively helps in forecasting and enables salespeople and managers to take real-time actions.
(40:37 – 44:51)
Pre-SKO Preparation & Engagement
- A detailed discussion on pre-SKO preparation, including homework and preparing stories that connect with the overall sales strategy. Eli shares a “golden ticket” idea for engaging salespeople, ensuring they’re fully involved in the event.
(44:51 – 49:39)
Post-SKO Momentum & AI Integration
- The discussion explores how to maintain momentum after SKOs. AI is introduced as an essential tool for just-in-time coaching and role-playing, helping salespeople continue their development beyond the event itself.
(49:39 – 51:04)
Conclusion & Final Insights
- Eli and Amy wrap up the discussion, with Eli reflecting on how immersive, inclusive, and interactive SKOs are transforming sales teams’ effectiveness, especially when combined with tools like AI and enablement platforms.
