Categories: Sales Kickoff | Sales Leadership
As 2026 approaches, revenue leaders face a pivotal moment. The pressure to grow is intense, but the path to sustainable success is complex. Economic volatility, rapid AI adoption, and shifting buyer expectations have created a landscape where proactive leadership and business predictability are mission-critical. Force Management’s latest guide, The Growth Imperative: How leaders drive discipline and scalability in the modern revenue organization, outlines six essential priorities we've seen emerge among the high-growth organizations we work with for the upcoming year. In it, we explore the actions that we've seen lead to greater customer value, more predictable revenue, and elite execution across the go-to-market function. In today's blog, we'll preview the six core priorities that leaders are considering in their 2026 strategy to keep their organizations future-ready and productive in a rapidly fluctuating market.
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Categories: 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. The sales environment is shifting more rapidly than ever, and leaders face a mandate: grow or fall behind. Many revenue leaders recognize the Sales Kickoff (SKO) or Revenue Kickoff (RKO) as a premier opportunity to build momentum and set expectations with their go-to-market teams for the upcoming year. The SKO is often the biggest enablement investment of the year; it isn’t something that should just be delegated to an enablement team. It should be viewed as a strategic event that launches the sales team on a plan for success for the year. As a sales leader, can you afford not to be directly involved in ensuring this event meets ROI expectations? The most successful sales kickoffs are events that move the strategy forward and enable the achievement of critical business impacts. Here are some key steps sales leaders need to execute prior to the SKO to ensure similar outcomes:
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Categories: Sales Kickoff
For more strategies and guides for an impactful SKO, check out our Ultimate Sales Kickoff Resource Guide. We've worked with hundreds of organizations to help them improve their B2B sales execution and achieve revenue growth, and the sales kickoff (SKO) is a prime opportunity for meaningful change. The sales kickoff is the biggest enablement investment of the year for many organizations, so achieving measurable ROI for the desired sales outcomes is a must. Whether you're a revenue leader or part of an enablement team, you probably have specific organizational objectives that you want your SKO to support. In this article, we'll share some of the actions we've seen drive lasting success from the sales kickoff
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Categories: Economic Change | Sales Kickoff
Recent global economic shifts and widespread uncertainty are likely changing the selling landscape for your go-to-market organization. As revenue pressures mount and buyer hesitancy increases, it's mission-critical that you keep your team focused on the skills that will help them cut through the noise. The best companies don't wait for outside factors to correct themselves. They align their strategy to their buyers' current state. We've worked with hundreds of revenue leaders who have multiplied revenue and increased the valuation of their sales organizations, even during some of the most drastic economic downturns of the past few years. They did so by identifying opportunities to strengthen core selling competencies that enabled their teams to deliver increased customer value and maintain pipeline through seasons of uncertainty and downturn. These are the three must-have skills your sellers can use to win consistently and drive your core revenue objectives in a challenging economic climate.
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Categories: CRO Best Practices | Sales Kickoff | Sales Leadership
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a way that is relevant to your company's top priorities and revenue goals for the year? Force Management has worked with hundreds of organizations to help them execute sales kickoffs that advance their strategic revenue goals. Today, we're calling on insights from three of our veteran facilitators who design, plan and lead kickoff training events that get results. Here are the leadership actions after the sales kickoff that they've seen drive positive business outcomes.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
As we start the new year, many of us are also launched into SKO season. As a revenue leader, you've invested budget, time and resources into this event - with the assumption that you will see ROI in terms of your strategic revenue goals. Your goal may be to improve upon last year's performance by training up new or underperforming members of the sales team and communicating expectations. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.
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