Time to re-imagine the SKO…
The SKO is FINALLY here
CRO bursts onto the stage to a walkout song you just cannot help jamming to.
Welcomes a big name Sales Influencer to the stage….everyone gasps in anticipation.
Sales Influencer hypes up the crowd with sales concepts and one-liners!
The on-stage photographs will be good Social Media fodder for them…
The energy is palpable – a New Year, a New Goal, a New Mission!
Everyone leaves the SKO with a renewed vigor – this year is going to be SO bad-ass.
And then, crickets. No more music. No excitement. Here’s your number, now GO!
As a sales rep, what did you learn? What new skills did you acquire to help you achieve these new goals? What is the plan throughout the year to MAKE YOU BETTER?
Now, as a Revenue Leader, I get it. We have been raised on these types of kickoffs. They have been a constant in Tech Sales for decades now. But now is the time to make some changes.
The new SKO…
Its time to usher in a new type of SKO – one that equips your Reps to be better than they were last year. In order to do this, you need to have the support of the organization because you run the risk of pissing people off who are used to the annual ‘RAH-RAH’ session. That cannot be the driving force behind sticking with the status-quo. The best ROI for getting your team together for multiple days is investing in skill acquisition. Trainings, Role Plays, deep dives on your ICP and Personas, what problem your technology solves and why thats important. The list goes on.
There is zero ROI on SKO’s of old. Zero.
If you do it right and that is an ‘IF’. You will see a huge lift in Close Rates and ACV’s if you make the commitment to investing in Skill Acquisition. The kind that are reinforced all year long through micro-trainings, coaching and role-plays. Anyway you cut the SKO, it cannot be ‘one and done’.
Lets go!
