Want a terrific way to ensure
that SKO participants remember more key ideas?
Try using “Swipes”.
Many sales kickoff meetings consist
of a pile of PowerPoint presentations from senior management, sales management,
product management, sales operations and enablement, often with additional segments
from customer service, legal and other departments. It’s a mass of information delivered over a
few days, typically interspersed with a social event or two.
Basically boring. And tough to expect that the participants
remember much from each day.
Here’s a simple, terrific idea
that I first encountered during a SKO meeting at McLeod Software and introduced
to me by Rick Halbrooks, McLeod’s head of sales (and long-time Great Demo! senior
practitioner): Swipes.
The idea is very simple. At the end of each day, Rick goes around the
room and has each person state something that he or she took away. That’s seemingly easy, but he added a
twist: an idea can only be used
once! If someone else verbalizes your take-away,
you’d better have a backup. Or two. Or three.
Or more… (You can guess where the
name “Swipe” comes from…)
Participants know, ahead of
time, that they need to verbally recall at least one idea at the end of the day that hasn’t already been presented by someone else. To be safe, each person tends to write down
several take-aways, often a list. And
participants often tend to pay better attention, since they need to constantly
be listening and watching for swipe candidates.
Works wonderfully!
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Pragmatic Note: This doesn’t work for a group of 800
people. But it does operate delightfully
in groups of 50 or less. Solution for a
group of 800? Do the swipes in breakout
sessions or similar smaller venues.
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