Transform the Sales Kickoff

Theoretically, annual sales kickoff (SKO) meetings should showcase recent wins, best practices, and the tone for the upcoming year. Instead, what typically happens — even in virtual settings — is that reps are talked at by a crowded list of speakers, shown presentations about products that aren't ready for market, and fail to receive clear guidance on quotas or compensation plans.

SBI recommends that companies should reenvision the SKO and move to adopt the idea of acceleration summits. The acceleration summit has a tighter focus on the list of attendees, a clear agenda for the coming year, and participants who come prepared to contribute to the conversation.

This guide provides a checklist on the components of an acceleration summit, which includes a to-do list for leaders in advance of the summit and an example agenda of topics they should cover to maximize the value their organization and sellers can receive.

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