- Eligibility
- Either metrics-based (usually quota attainment %) or top % (max 20%) is common. Tend toward metrics based when (a) you want to promote a more collaborative/less aggressive company/team culture and (b) attainment is more predictable. Otherwise, top % is more appropriate.
- Limit to quota-bearing reps (and managers/leaders who also exceed criteria) until your sales organization is quite large (75+). In larger orgs, you may consider including a very small number of sales support professionals (ex: Sales Engineers, Sales Development Reps, Sales Operations, and/or Sales Enablement). For smaller orgs, you might consider one winner from each of the other teams but fine to have none.
- The CEO should attend.
- Do not include Marketing, Product, or Engineering with the possible exception of the CMO, CPO, or CTO.
- In some organizations, CSM are really quota bearing Account Managers fully responsible (not shared with AEs) for large upsell/cross-sell quotas; in this case, they can be considered as regular reps albeit with their own PClub qualification criteria.
- Theme
- Craft a relevant, motivational theme
- Agenda
- CEO Vision
- Customer(s) Spotlight
- Partner Spotlight
- Keynote speaker
- Recognition/Awards
- Year in Review & Plan for the Coming Year
- Training
- Selling skills, process, methodologies (prospecting, expansion, account planning, pricing, etc.)
- Marketing Update (campaigns, messaging, etc.)
- Product Update
- Competitive positioning
- Logistics
- Have an owner who leads a cross-functional planning committee
- Budget
- Give travel vouchers or cash awards until you have at least 30 reps (individual AEs/AMs). Above that threshold, you can do a trip. Regardless of size, we recommend a budget of $10K-$15K per winner. For travel vouchers or trips, this amount covers the winner and their guest.
- Choose a dynamic emcee
- Build in breaks, wellness, volunteering, & fun
- Make it interactive
- Swag
- Breakout sessions
- Do not skimp on meals, snacks, & refreshments
- Be mindful of speaker diversity
- Reinforce learnings with post-SKO training
- Location – Get a venue
- Complete territory, comp plan, quota BEFORE the meeting