“Always ask, ‘So what?’ when you’re building out your SKO reports and presentations.” – Peter Mollins in today’s Tip 1438
How do you build your SKO reports and presentations?
Join the conversation below and be sure to join the webinar!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Peter Mollins. Peter is focused on helping B2B SaaS companies maximize revenue growth and market ownership. He prides himself on working with and building cross-functional teams at B2B SaaS leaders like SAVO, KnowledgeTree, Micro Focus, Relativity, and iMediation in the US and Europe. He also holds a master’s in international management from Thunderbird. Here he is:
Peter Mollins: Revenue leaders invest a ton of time, energy, and definitely money into making their annual sales kick-off a success. But most SKOs result in a temporary boost to morale and little else.
In a selling climate that’s only getting more competitive, how do sales leaders make their SKO a defining moment that sets the right tone for the rest of the year? How do you fit the goal, message and agenda of your SKO to what your sales team needs right now in order to succeed in this moment? And how do you equip your reps so that once the SKO ends, they’re ready to hit the ground running?
The top tip I have for revenue leaders who are in the middle of planning their upcoming SKO is to build around the question, so what?
Too often, when it comes time to review what worked last year, revenue leaders are spending a lot of time;
A. Just trying to gather accurate data.
B. Looking at the surface level numbers.
You’re reporting on how many deals closed, who closed the most, and then you’re moving on to talk about targets for this year.
Here’s how you go beyond the status quo.
Don’t just bring up the numbers. Look a level deeper into what rep behavior actually drove the trends behind those numbers.
What are the patterns in the way your above-average team members operate? What do they do that most other reps don’t do? And what does good actually look like? And then once you know what works, it’s time to translate that into doing what wins.
How do you turn this information into action items for the rest of the team? How do you refine your sales process to reflect those learnings?
A great sales kickoff really comes down to preparation. Digging deeper for these insights, then turning them into action is how you make your sales data mean something, make meaningful behavior change in your reps, and make an impact on the bottom line.
Always ask, ‘So what?’ when you’re building out your SKO reports and presentations.
Myself, Scott, and two other sales experts are going to talk through these and other tips to make your next SKO impactful this coming Thursday. Join Scott and I at our Sales Hacker Webinar at 2 p.m. Eastern on January 19. Chime in with your comments and questions as we walk through the elements of a great SKO. We’re going to outline a dos and don’ts list with a panel of experts who’ve been there and done that. So really looking forward to seeing you there.
Scott Ingram: For a link to join Peter and I live on tomorrow’s webinar just click over to DailySales.Tips/1438 and if you’re listening to this after January 19th, no worries, we’ll also include a link to the recording. Once you’ve checked that out, make sure you’re subscribed to the podcast, and come on back tomorrow for another great sales tip. Thanks for listening!