John McMahon on Building a Better SKO

Sales kickoffs can become expensive calendar events if leaders are not clear on what the gathering is meant to accomplish. In this Revenue Builders replay, John McMahon shares his perspective on how CEOs and CROs should think about SKOs, from motivating the sales force and aligning teams around company goals to delivering training that actually prepares reps to execute. He also explains why peer-to-peer knowledge transfer is often the hidden value of bringing the sales organization together, why product presentations should only happen when the value proposition is clear, and how leaders can motivate reps by speaking directly to their daily challenges, career aspirations, and earning potential. John McMahon is a five-time CRO who has led revenue organizations at PTC, GeoTel, Ariba, BladeLogic, and BMC. He is the author of The Qualified Sales Leader and co-host of Revenue Builders, where he brings operator-level perspective on building and scaling enterprise sales teams.  Connect with John: LinkedIn Book Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management