How to Make Training More Effective at Your 2017 SKO

The annual sales kick off, or SKO, meeting is an important event for every sales organization. It’s an important time to get your sales reps together to learn, collaborate, influence, and motivate. Traditionally, the SKO is where many goals are expected to be met in only a few days. And there is always the risk of your meeting becoming just one big party at the company’s expense. That’s not such a bad thing, since a good party will often meet the criteria for your goal of successfully motivating the team. Check. But you need to know that they learned something that will improve sales. Training is how you make that happen.

But when it comes to educating your sales reps, everything you attempt to teach during your SKO has a very low probability of being remembered. Most educational studies report only 10% of information being retained a month after class. The Sales Executive Council has reported up to 13% is remembered. That’s still not good. Your reps may have enjoyed the classes, but their chances of remembering and applying what they learned are slim.

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