Sales Kickoffs - What are Executives Getting for the Investment? (Ep# 11)
By Scott Santucci, Brian Lambert
Welcome to the Inside Sales Enablement Podcast, Episode 11Many sales enablement leaders are responsible for some (or all) of their company's sales kickoff. When it comes to adding the right value and ensuring a return on investment, it's important to view the kickoff from the lens of your customer -- the sales leadership team.In this episode, Brian and Scott revisit some research Brian did while he was at Forrester, and shed color on what we've learned since then about the good, bad, and ugly of sales kickoffs and what executives are getting for their investment. The key finding of the research? There are 3 reasons why sales kickoffs exist. Find out by listening to Inside Sales Enablement. To launch, improve rep skills, or evolve the sales team.This podcast will help you rethink sales kickoffs. Make sure you listen to this episode learn- does your company create an overall plan, or do you do most of the work in December or January? - Can you quantify the economic value of the sales kickoff? - Do you have a 30-60-90 plan post kickoff?