Ep11 Sales Kickoffs - What’s the Return?

Welcome to the Inside Sales Enablement Podcast, Episode 11

Many 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. To launch, improve rep skills, or evolve the sales team. Find out more by listening to this edition of Inside Sales Enablement.

This podcast will help you rethink sales kickoffs.

•  Does your company create an overall plan with a planning cycle starting in August, 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? 

Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

EPISODE TRANSCRIPT:

Nick Merinkers 00:02

Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here joined the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

Scott Santucci 00:33

I'm Scott Santucci.

Brian Lambert 00:35

I'm Brian Lambert and we are the sales enablement insiders. Our podcast is dedicated to asking the big questions that you may be wondering about, especially if you thought something might be wrong or something might not be quite right. And I got to ask, you know, are you getting the value out of sales enablement? And are other people seeing the value of sales enablement that you would expect? In this podcast, we're going to into a specific time tangible activity that many organizations are involved in. And that's the sales kickoff. Scott, what do you have for us?

Scott Santucci 01:09

We're actually recording this. This episode. This is our episode number five. We're recording it after our first episode has been released. So, I wanted to share a little bit of feedback that we've gotten from some of the people who've listened to our first episode. And then of course, I'll let you let you share some of it too. So, one of one of the elements of feedback that I've gotten is that folks really like the color the way that we're describing it in the banter that Brian and I have and and the format. One of the requests that I got was, Hey, you know, the background and the history is really important. It's always great to know where we're coming. Can we talk about some more tangible, not tangible, that's not the way that was phrased more things that I'm dealing with in the trenches right now that will help me be successful? So those are those were two of the feedbacks, what we'd love for you to do is keep sharing feedback with us. Do you agree with that feedback? What feedback would you add to it? How can we improve to make this a better experience for you? Share your thoughts with us on LinkedIn, call Brian or I, or better Email us at engage at insidese.com. Brian, what what are some of the feedback that you've