You spent a lot of time analyzing performance from last year. Talked to multiple experts about goals for 2021. Poured over new processes and technologies. You crafted virtual presentations and organized endless agendas just to create the perfect Sales Kick-Off.
Here we are at the beginning of March, the close of Q1 looming. But, is your sales team adopting the new technology and processes you’ve put in place? If you aren’t reinforcing the training they received in the SKO, then the answer is almost certainly ‘no.’
“Research on forgetfulness shows that within one hour, people will have forgotten an average of 50% of the information you presented. Within 24 hours, they have forgotten an average of 70% of new information, and within a week, forgetting claims an average of 90% of it.” – Learning Solutions Mag
It seems as though, no matter how old we are, we’re still just students waiting for that class bell to ring.
5 Things You Can Do to Reinforce Your Sales Kick-Off Training
Luckily there are a few things you can do to help the team stay aligned.
1. Identify the behaviors that need change. Whether you are adopting a new sales methodology or a new piece of tech, make it clear what you are asking of your team. Give them a reason to think positively about the change and how it can help solve their perceived pain. Remind the team often of the positivity that comes from the change.
2. Schedule regular SKO reviews. You may need to do this more frequently at first. But once your team seems to have fully adopted the new process and/or technology, you can likely schedule those meetings intermittently.
3. Have 1 to 1 meetings with your sales managers. “One of the primary benefits of one-on-one meetings is that they increase your team’s productivity and quality of work.” – Fellow App. Engaging with your managers face to face (or Zoom to Zoom) will help give them the tools and confidence to train their teams.
4. Always be coaching. Always. Be. Coaching. If you see a dip in sales or you feel that people are struggling with the process, then do what you do best – coach your team. This is much more fluid than setting meetings. As a sales leader, step in when you need to, and help support the team.
5. Prove the Effectiveness of Change. At the management level, using DICE is a clear way to measure success. According to the HBR, DICE factors prove the effectiveness of change: Duration, Integrity, Commitment, and Effort. Because of this, use it to predict the effectiveness of a project. In the simplest of terms, DICE reveals the commitment to a project, defines the duration, and prioritizes communication.
Take the Time and See More Wins!
Don’t let all the time and money you spent on the SKO go to waste. Make sure you are taking the time to coach, reinforce, and engage your team. Give them the support and tools they need to help your sales forecast become a reality. With the right resources in place, your team will be positioned for revenue growth in 2021.