It's Q4 - at least in the calendar year.
Many GTM teams are finishing their year either in December or in January, and with that, it means that (G)SKO season is right around the corner.
SKO arguably presents the greatest opportunity for Enablement teams and Revenue leaders to align everybody and create forward, cohesive velocity to drive the targeted results in the new year.
Capitalizing on that opportunity is, however, a big if.
How often have you attended a high-production SKO, then when you returned it felt like going back to BAU, with no real change?
Having seen over 50 Kick-Offs as an attendee, seller, and leader, there are three challenges you typically encounter:
Challenge 1 - Compliance > Commitment
As Enablement and GTM leaders, we can only effectively implement our plans when the collective commits to the initiatives we create.
SKO is the opportunity to infuse the whole GTM with enthusiasm, ensure they are aware of the WIIFM, and generate the momentum you need to get the initiatives (such as embedding MEDDPICC as a common language) mobilized effectively so that it delivers measurable results.
There is a vast difference between teams completing training programs and participating in sessions and cadences because they have to (compliance) and them believing in it and taking decisive action to play their part (commitment).
Challenge 2 - The Forgetting Curve
Looking at this through the lens of a 139-year-old (!) concept, 'The Forgetting Curve' (Ebbinghaus), we can see that people forget 50-80% of new information within days or weeks if it isn’t reinforced. After a month, only 10-20% of the information is typically retained.
Keep in mind that's not even considering fatigue from traveling to the SKO and potential MDD (Mobile Device Distraction).
So, at this time of year (Q4), Enablement and Revenue leaders start to mount the challenge of ensuring their SKOs are engaging, creating impact, and creating a foundation that sets the rest of the year up to deliver targeted results.
Challenge 3 - Classroom vs Blended learning connecting the full FY
Death by PowerPoint is a real thing, so great engaging content with a tremendous delivery (think a keynote as an example) can create a massive impact. However, if you stick to broadcasting only, you are setting your event up to create a cognitive overload.
Creating an optimum blend between an inspiring keynote followed by one or two hands-on workshops during SKO and ensuring it's weaved into a wider initiative plan covering the full FY is a real challenge - yet one that can definitely be overcome.
So how do you cover the SKO and i.e. MEDDPICC initiative all together effectively?
1. SKO is planned parallel and in cohesion with the full FY activities
2. Blending broadcasting of high quality content with hands-on workshops on the same topic
3. Preparation and commitment with leadership teams ahead of the event to carry the momentum from SKO into the year
Reach out or see this page if you want to know more about MEDDICC at your SKO.
Distinctions to reflect on:
Commitment vs Compliance
Embedding the Common Language vs Flavor of the month
World Class Content vs Airline Safety Video
Immersive Empowerment vs Death by Powerpoint
Connecting the dots vs Stand-alone event
-Win the day, week, quarter and FY
Pim
CRO at MEDDICC