Winning the Challenger Sale #87: You Need a Chief Reminding Officer
Sep 5, 2023
28:59
With weeks of prep work, exciting itineraries, and top-notch speakers, SKOs are usually an epicenter of excitement after a grueling end-of-year rush.
But despite the traditional approach to designing SKOs as a rallying cry for motivation, they truly serve two main purposes: resetting and refocusing the team by providing clarity and creating energy, commitment, and movement around action items.
Paul Stansik, operating partner at ParkerGale Capital returns to the show to discuss designing the most effective SKO. He wants CROs to focus in on two overlooked facets of a successful SKO: clarity and purpose, with follow-up. When your sales team doesn’t understand the main problem you’re trying to address or the strategy you’re implementing, it leaves them in a whirlwind of energy with no direction to point it in. And when you don’t build in touchpoints and reminders throughout the year, the SKO becomes just another event on the calendar.
Particularly in a remote environment where SKOs may be the only opportunity to meet with teammates and collaborate, these events are crucial in assuring team-wide alignment and enabling sellers to show up with the right knowledge. Industry-rattling speakers are fantastic for rallying the team together, but without clarity, SKOs will fall flat.
Join us as we discuss:
But despite the traditional approach to designing SKOs as a rallying cry for motivation, they truly serve two main purposes: resetting and refocusing the team by providing clarity and creating energy, commitment, and movement around action items.
Paul Stansik, operating partner at ParkerGale Capital returns to the show to discuss designing the most effective SKO. He wants CROs to focus in on two overlooked facets of a successful SKO: clarity and purpose, with follow-up. When your sales team doesn’t understand the main problem you’re trying to address or the strategy you’re implementing, it leaves them in a whirlwind of energy with no direction to point it in. And when you don’t build in touchpoints and reminders throughout the year, the SKO becomes just another event on the calendar.
Particularly in a remote environment where SKOs may be the only opportunity to meet with teammates and collaborate, these events are crucial in assuring team-wide alignment and enabling sellers to show up with the right knowledge. Industry-rattling speakers are fantastic for rallying the team together, but without clarity, SKOs will fall flat.
Join us as we discuss:
- The importance of balancing clarity and motivation, and how you can attain both
- Identifying and addressing the company's biggest bottlenecks as guiding factors in designing a stellar SKO
- Building collaboration and continuous improvement with mid-year meet-ups and hybrid approaches