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[MTWebinar] 5 Sales kickoff best practices that are proven to work

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Planning a sales kickoff? Keep these proven best practices in mind to make it successful. Our experts talk about how you can:

Evolve your kickoff strategy as your team grows from 20 to over 500 reps

Identify the right mix of celebration, provocation, motivation and education for your team

Ensure your event meets the needs of all your reps, across different roles, countries and levels of experience

Measure the effectiveness of your sales kickoffs

Published in: Sales
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[MTWebinar] 5 Sales kickoff best practices that are proven to work

  1. 1. Sales Kickoff Best Practices that are Proven to Work @mindtickle #MTWEBINAR
  2. 2. @mindtickle #MTWEBINAR About MindTickle We're a comprehensive sales readiness platform for inside sales, field sales, and partner enablement — Onboard. Coach. Reinforce. Update. Proven high adoption. Trusted as the strategic sales enablement partner by companies, like AppDynamics, Nutanix, Cloudera, Qualtrics, Couchbase, and many more. Find out more about us at MindTickle.com Call us on 1(800) 231 5578 or email info@mindtickle.com to set an appointment.
  3. 3. Tom Snyder Co-Founder & Managing Partner, VorsightBP Tom draws from more than 15 years of organizational alignment, sales strategy and sales process consulting to amplify the sales performance of VorsightBP clients. He is also listed among America’s 100 Most Influential Sales Leaders, published by the Encyclopedia of Selling. He is an internationally known speaker and his book, “Escaping The Price Driven Sale”, which he then followed up with another book in 2010 called “Selling in a New Market Space". Meet the Speakers @mindtickle #MTWEBINAR
  4. 4. David Freeman VP Corporate Sales, Nutanix David has 14 years of experience in finance & planning roles. At Nutanix, David is responsible for Inside Sales, Sales Operations, Sales Enablement and Business Systems. Prior to Nutanix, David was VP of Business Planning & Operations at Zscaler where he led sales operations and business planning. Prior to that, David was Director of Finance at Palo Alto Networks where he played an instrumental role in building key financial models that helped facilitate the company's rapid and predictable growth. @mindtickle #MTWEBINAR Meet the Speakers
  5. 5. Mohit Garg Co-Founder & CRO, MindTickle Mohit has a diverse work experience spanning across 14 years and four continents. At MindTickle, Mohit leads sales and marketing. He is passionate about driving sales performance through technology and regularly blogs at various publications about the “Sales Stack”. Prior to co-founding MindTickle, Mohit was a Principal in PwC’s management consulting practice at New York, and has been a senior member of product teams. He was awarded “Entrepreneur of the Year” by Startup Leadership Program (SLP) in 2012. Meet the Speakers @mindtickle #MTWEBINAR
  6. 6. @mindtickle #MTWEBINAR What we will be talking about 5 sales kickoff best practices #1 Clearly define success for a great outcome #2 Identify the right mix of celebration, provocation, motivation and education for your team #3 Evolve your kickoff strategy as your sales team grows #4 Leverage technology for predictable, long-lasting impact #5 Measure the effectiveness of your kickoffs
  7. 7. Q & A We will be taking questions at the end of the speaker presentations. Send in your questions via Twitter with #MTWebinar or mail them to us at info@mindtickle.com. @mindtickle #MTWEBINAR Follow us on Twitter: @MindTickle @VorsightBP
  8. 8. What We Will Be Talking About @mindtickle #MTWEBINAR ~ By Tom Snyder -- Co-Founder & Managing Partner, VorsightBP Sales Kickoffs can Be Quite an Expensive Exercise
  9. 9. Travel time and cost Sales Kickoffs can be quite an expensive exercise @mindtickle #MTWEBINAR
  10. 10. Travel time and cost Opportunity cost Sales Kickoffs can be quite an expensive exercise @mindtickle #MTWEBINAR
  11. 11. Travel time and cost Opportunity cost Accommodations and entertainment Sales Kickoffs can be quite an expensive exercise @mindtickle #MTWEBINAR
  12. 12. Travel time and cost Opportunity cost Accommodations and entertainment Risk Sales Kickoffs can be quite an expensive exercise @mindtickle #MTWEBINAR
  13. 13. Travel time and cost Opportunity cost Accommodations and entertainment Risk Loss of Focus Sales Kickoffs can be quite an expensive exercise @mindtickle #MTWEBINAR
  14. 14. What We Will Be Talking About #1 Clearly Define Success to ensure a Great Outcome @mindtickle #MTWEBINAR
  15. 15. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  16. 16. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  17. 17. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  18. 18. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  19. 19. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  20. 20. Define success Translate into theme Establish a full agenda Set expectations Adequate info to speaker Communicate individual responsibility #1 Clearly define success to ensure a great outcome @mindtickle #MTWEBINAR
  21. 21. What We Will Be Talking About #2 Identify the right mix of celebration, provocation, motivation and information @mindtickle #MTWEBINAR
  22. 22. #1 Celebration #2 Motivation #3 Provocation #4 Information You have four options to choose from @mindtickle #MTWEBINAR
  23. 23. Everyone always wants all four! You have four options to choose from @mindtickle #MTWEBINAR
  24. 24. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR
  25. 25. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR Outcome – recognition & appreciation
  26. 26. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR Outcome – recognition & appreciation Transition to the coming year
  27. 27. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR Outcome – recognition & appreciation “Entertainment” is the key component Transition to the coming year
  28. 28. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR Team Exercises Outcome – recognition & appreciation “Entertainment” is the key component Transition to the coming year
  29. 29. #1 Celebration Sales Kickoffs #2 Identify the right mix @mindtickle #MTWEBINAR Outcome – recognition & appreciation Team Exercises Themes “Entertainment” is the key component Transition to the coming year
  30. 30. #2 Motivation Outcome: enthusiasm or nervousness Challenging and inspiring the sales force “Personal Hero” is the key component Personal/individual assignment or exercise Themes #2 Identify the right mix @mindtickle #MTWEBINAR
  31. 31. #3 Provocation Outcome: it's going to take something different Training, product, competitors, etc. “Data” are the key components Team assignments and exercises Themes #2 Identify the right mix @mindtickle #MTWEBINAR
  32. 32. #2 Identify the right mix @mindtickle #MTWEBINAR #3 Provocation Outcome: it's going to take something different Training, product, competitors, etc. “Data” are the key components Team assignments and exercises Themes
  33. 33. #2 Identify the right mix @mindtickle #MTWEBINAR #3 Provocation Outcome: it's going to take something different Training, product, competitors, etc. “Data” are the key components Team assignments and exercises Themes
  34. 34. #2 Identify the right mix @mindtickle #MTWEBINAR #3 Provocation Outcome: it's going to take something different Training, product, competitors, etc. “Data” are the key components Team assignments and exercises Themes
  35. 35. #2 Identify the right mix @mindtickle #MTWEBINAR #3 Provocation Outcome: it's going to take something different Training, product, competitors, etc. “Data” are the key components Team assignments and exercises Themes
  36. 36. #4 Information Outcome: resolving the “unknown” Dispensing with rumor/announcing the “new” Transparency is the key component Industry speaker Themes #2 Identify the right mix @mindtickle #MTWEBINAR
  37. 37. @mindtickle #MTWEBINAR Thank You! Grab a free copy of our “Annual Sales Meeting Research” http://bit.ly/1MZVBs0
  38. 38. What We Will Be Talking About #3 Evolve Your Kickoff Strategy as Your Sales Team Grows @mindtickle #MTWEBINAR ~ By David Freeman -- VP Corporate Sales, Nutanix
  39. 39. Case Study: How the Nutanix sales kickoff strategy evolved as their team grew from 20 to over 500 reps @mindtickle #MTWEBINAR
  40. 40. The Basics • Sales force has grown from 20 people in 2012 to 500+ people today • SKOs have ranged from 2-3 days of content with sometimes a bonus day for specialized training Sales Kickoff Goals • Educate • Update • Interact • Recognize #3 Sales Kickoff at Nutanix @mindtickle #MTWEBINAR
  41. 41. Year 1: (20-50 Reps) • Early SKOs focused on basic messaging, product issues, objection handling • At hotels near office; Significant HQ Presence #3 Evolution of Sales Kickoff at Nutanix @mindtickle #MTWEBINAR
  42. 42. Year 2: (100–200 Reps) • Deeper Focus on competition, roadmap, sales approach • Added Training day (Sales Skills, Negotiations) • Kept in Bay Area to keep HQ engaged but ventured further (Napa, Monterey, Berkeley) #3 Evolution of Sales Kickoff at Nutanix @mindtickle #MTWEBINAR
  43. 43. Year 3: (300–400 Reps) • Deeper focus on various uses cases, verticals, market segments • Created limited breakouts focused on specific skills, technologies etc • Began to increase production quality (Professional AV Company) • Size required move to major convention city #3 Evolution of Sales Kickoff at Nutanix @mindtickle #MTWEBINAR
  44. 44. Year 4: (500+ Reps) • Move from mostly general session to mostly breakout sessions; Starting to segment based on experience level • Focused on sessions where sales employees can interact with each other • Moved one of 2 annual events to regional • Very professional production #3 Evolution of Sales Kickoff at Nutanix @mindtickle #MTWEBINAR
  45. 45. • A Fun location is important; You want your employees to want to be there and be fully engaged • As the company grows, natural interaction in the company decreases so creating opportunities for interaction is critical • Ensure that the Event is a 2-way conversation • Don’t give people airtime just because they want it (Even Execs) • Do not have agenda topics that can be covered at a Webinar 10 Sales Kickoff Lessons Learnt in 4+ years @mindtickle #MTWEBINAR
  46. 46. • An SKO cannot be one size fits all; Choose your own adventure • Make Recognition a focal point of the Event • People really do care about the food • Time at the bar can be as important as time in session • Be Flexible! Adapt the event as the company evolves 10 Sales Kickoff Lessons Learnt in 4+ years @mindtickle #MTWEBINAR
  47. 47. @mindtickle #MTWEBINAR What We Will Be Talking About #4 Leverage Technology For Predictable, Long-lasting Impact ~ By Mohit Garg -- Co-Founder & CRO, MindTickle
  48. 48. • Make the entire sales team a stakeholder in the success of the event • Don't let your sales kickoff be the “best effort” ceremony; deliver a data-driven and technology enabled event for maximum impact • Reinforce to help reps recall and apply what they learned during the kickoff #4 Leverage Technology For Predictable, Long-lasting Impact @mindtickle #MTWEBINAR
  49. 49. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45-60 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Event Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  50. 50. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  51. 51. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  52. 52. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  53. 53. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  54. 54. #4 Leverage Technology For Predictable, Long-lasting Impact SKO Planning 45 Days Rep & Manager Inputs on Agenda Knowledge Gaps Identified Continuous Reinforcement Success Stories Crowdsourced Data Driven SKO Surveys & Polls Pop Quizzes Record Videos on Mobile Announcements, Polls, Surveys & Pre-reads Highly Motivated @mindtickle #MTWEBINAR
  55. 55. What We Will Be Talking About #5 Measure the effectiveness of your kickoffs @mindtickle #MTWEBINAR
  56. 56. • Collect feedback before and after every individual session. Mobile devices are great for collecting instant feedback. • Share the recordings and presentations after the event. Follow them up with relevant assignments and role play exercises. #5 Measure the effectiveness of your kickoffs @mindtickle #MTWEBINAR
  57. 57. Q & A Time If we are unable to answer your questions here, we will be putting up a blog post next Wednesday answering them all. You can even send in your questions via twitter with #MTWebinar or mail them to us at info@mindtickle.com. @mindtickle #MTWEBINAR
  58. 58. Click here to watch the webinar @mindtickle #MTWEBINAR
  59. 59. Thank you! @mindtickle #MTWEBINAR

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