The Daily Virtual Sales Kick Off Meeting Sales Manager's Opportunity to Inspire Performance

By Michael J Griffin

The daily sales kick off meeting encapsules the elements to inspire and drive sales team performance: Teamwork, Accountability, Goal Focus, Recognition and Problem Solving.

I learned about kick off meetings from Verne Harnish, author of the book Scaling Up! and founder of Gazelles, Inc. His passion is helping mid-size companies grow to eventually go public.

Before Covid, I did not make an effort to attend my sales team kick off meetings because I resisted “going virtual.” With lockdowns, I had no choice. And guess what? My teams get more of me and more of each other by our daily virtual kick off meetings! My attitude changed, as I realized from my struggles through the 1997-98 Asian Crisis, my sales and support teams wanted clear, confident leadership that gives direction and hope for the future. Our ELAvate daily kick off meetings inspire trust, openness and inclusivity across cultures and hierarchies. This leads to increased performance by everyone on the team.

So why then do sales managers resist daily kick off meetings, virtual or otherwise?

Here are some of the probable reasons: They lack good coaching skills, fear of being seen as a “policeman/woman,” They seem to have more important things to do, may not want to expose their weaknesses to the team, or the attitude of “just get me your KPI’s on sales and all is fine.”

Chally of GrowthPlay research has confirmed globally that the number one most important competence for sales managers “is the willingness to coach and train salespeople.” Notice it is “willingness” not skill. Sales managers that regularly coach sales teams 4 hours a week are more likely to achieve or exceed sales goals. 

So how to get started with virtual kick-off meetings? Let me give you some ideas and process.

1. Master the virtual platform you employ for meetings, or, get a person on your team to handle the technical aspects of the virtual kick off meeting. This allow for meetings to start on time and be productive.
2. Assign someone to take notes. Rotate this responsibility. This will create peer group accountability and recognition.
3. Have a standard but flexible agenda. This gives salespeople focus to come prepared.
4. Don’t just focus on a report of KPI’s. Demonstrate empathy by acknowledging feelings, emotions, and struggles in this time of Covid.
5. Listen well, don’t interrupt, and ask questions to clarify.
6. Only miss a kick-off meeting if you have a client meeting or a family issue.
7. Allow for salespersons to openly discuss failures, stalled deals, and other problems. Do not criticize. Ask questions. Get the team to make suggestions.
8. And set ground rules for listening and interaction.
9. If a member cannot be in the meeting for the day, s/he messages the manager.

What about a Sales Team Kick Off Agenda? Here is one we use at ELAvate.

Daily Morning Kick Off Agenda
Start on time.
Welcome everyone
Use a Random Number or Picker Wheel to call on people.
Or ask for volunteers.
Start with Success Stories – All share.
Then how did you accelerate cash flow or reduce costs? All share.
War Stories – stuck, stress, lost deals, or possibly a family issue. All Share.
The Scribe then recalls the action items from yesterday. Check to see if completed or not.
Go around and all state their agenda of action for the day.

Variations
Leave time for presentations on skills, key accounts, product knowledge.
Monday start the kick-off meeting with Family Stories, How you helped others.
One day a week insert a Stress Check and have each person talk about their stressors.

Why not start tomorrow! Go for a daily sales kick off meeting and see how your team’s performance and commitment improves.

Michael J Griffin
Founder ELAvate!
Sales Productivity Expert
John Maxwell Team Founder