Roque Versace

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Your 2020 Sales Kickoff Meeting Is Useless Without Reinforcement

Posted by Roque Versace on Jan 7, 2020 9:00:00 AM

Companies spend a lot of money on sales kickoff meetings. They often drop $1,000-$2,000 a sales rep on the event alone. Add in travel and entertainment and that cost increases by at least $1,500-$2,000 per rep.

It’s no surprise then that companies seek a return on this investment. They want their SKOs to rally the troops around a new product, new pricing, new packaging, or a new sales process that’s going to make 2020 a massive success.

The problem is while SKOs are great for building excitement and initial momentum, they’re not so good at teaching and reinforcing new, long-lasting behaviors.

Imagine going to college for two days and expecting to learn everything you need to know for your degree. Then add bright lights, emotional speakers, a whirlwind of new information, and an array of food and drink. It’s a miracle you get out with the knowledge you need to immediately start executing on a big, new initiative.

Now consider the abysmal statistics for retaining what you were able to pick up. A whopping 85%-90% of training just floats away after only 120 days, sometimes sooner. Where does it go? Who knows.

So, you’re about to announce a major initiative at your SKO, and you 100% need your sales team to execute on it when it’s over. How do you make that happen?

You reinforce it.

Reinforcement ensures your sales team takes the things they learned at SKO and executes on them even after the event becomes a distant memory. Here’s how you can use Troops to create sales reinforcement that helps your team adopt the very behaviors they need to make your 2020 sales initiative a success.

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