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It is Q4, and for most people in sales that means an all-out effort to hit year-end targets and post a strong close the fiscal year. At the same time, we find ourselves pulled into planning for the new year, and that often includes a Sales Kickoff (SKO) for the Sales and Go-to-Market (GTM) teams.

SKO is typically the biggest investment the organization will make on the internal team all year. When done well, SKO can have a huge multiplier effect on the long and short-term productivity of the Sales and Sales and GTM teams, as well as significant boosts to employee retention, team building, and job satisfaction.

I recently had the pleasure of being interviewed by Chris Anderson, head of Community & Events at Guru. Our conversation turned into an exploration of how Sales Enablement has evolved, how technology impacts our work, what metrics to track, and how shortsighted it is to provide enablement for just “Sales” instead of the entire customer-facing Go-to-Market team.

SKO was a success! Your team left motivated to execute on the year’s initiatives, and you feel good that the week will have a tremendous impact on the year's success. Now you ask yourself, “How do we keep that momentum and focus all year long?”

It is Q4, and for most people in sales that means an all-out effort to achieve year-end targets and have a strong close to the fiscal year. At the same time, planning is underway to start the new year off with a bang, and that often includes designing an SKO experience for the Sales and Go-to-Market teams.

Should you wait until things are difficult before bringing in sales enablement, or should you stay ahead of the curve by investing early?

2018 planning is firmly underway. Yes, you read that correctly. 2018 is fast approaching, we are planning, and so should you.