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Rachel Clapp Miller

Blog Feature

Categories: Sales Process  |  Sales Qualification

How to Improve Qualification in Your Sales Organization

If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities?

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Blog Feature

Categories: Company Alignment  |  Sales Kickoff

Sales Kickoffs: The Mistake You’re Making

Check out all our sales kickoff resources and tools in the Ultimate Sales Kickoff Resource Guide. Strategizing around this year’s sales kickoff (SKO), coming out of last year’s challenges, may require a shift in your approach. Whether you’re considering a full in-person event, a virtual meeting or a combination of the two, one thing you don’t want to do is wait too long to pull your SKO plan together. Ensure you roll out something strategic that drives the critical business impacts you need.  We've helped countless sales leaders roll out transformative sales initiatives as part of their SKO. Those experiences have shown us some common mistakes that leaders often make when planning their SKOs. Here are our top four and how to avoid them. 

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Blog Feature

Categories: Sales Kickoff

How to Set Objectives for a Sales Kickoff

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. Sales Kickoffs are meant to get the sales team motivated towards a common goal for the upcoming year. Whether it be increased revenue, a new product launch, a shift in your pricing model, it’s important to think through what specifically you want your sales team to achieve this year. What are your specific objectives for the year? What do you want to accomplish with your SKO in relation to those goals? Before you and your enablement team get too far into the strategy of how you’re going to execute, take a step back. Set clear, measurable objectives for your SKO and ultimately, your sales team. What outcomes do you want to see from your sales organization one month, one year, after you log off or return home?  

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Blog Feature

Categories: Sales Kickoff

Getting Beyond the “Event” of the SKO

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. Sales kickoffs are a useful tool to enable a sales organization to execute on the organization’s top goals for the year. It is easy to delegate the SKO event or get bogged down in the details of who’s doing what, where they’re doing it and how it’s going to go. After all, it may be an event you do every year. However, the key question that needs to be at the forefront for every sales leader is how are you going to use the SKO to align your sales organization around the critical outcomes you need to achieve in the upcoming year?

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Blog Feature

Categories: Company Alignment  |  Sales Kickoff

Align Your SKO Agenda to the Company Growth Strategy

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our sales kickoff resources, best practices and tools here. One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. Sales alignment with the yearly goals of the company are critical. One of the ways you can capture this alignment is to make sure the right outcomes and objectives are prioritized in your SKO agenda, in a way that drives that company strategy. Because you have a limited amount of time and frankly attention of your attendees, it’s important that you ensure what is presented, trained on and delivered during the SKO supports your team’s ability to execute next year.  Focus on the areas below to align your company’s business strategy to your SKO agenda:

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Blog Feature

Categories: Sales Kickoff

How to Set Up an Effective Adoption Plan Around Your Sales Kickoff

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. We are working with leaders right now who are rethinking their sales kickoffs, using the event next year to launch a broader sales transformation initiative, aligned to their company’s overall growth strategy. Whether they’re launching something new or aligning the sales team behind company shifts (i.e. acquisitions, shifted market segments, etc.) — it becomes clear pretty quickly that changing sales behaviors and mindsets requires more than a two-day SKO event or one-off virtual training session.

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