# Sales Kickoff Methodology Training Outline > A ready-to-run, time-blocked session plan for (re)launching your sales methodology at SKO: pre-work, a full facilitator agenda with four live exercises, and the 30-60-90 reinforcement plan that actually makes it stick after everyone goes home. Free toolkit for sales leaders. Topic: [Sales Process & Methodology (MEDDIC, SPIN, Challenger)](https://www.peerlab.ai/library/topic/sales-process-methodology-meddic-spin-challenger/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sales-kickoff-methodology-training-outline/ ## How to use it Send the pre-work packet a week before session day, run the agenda as a facilitator script on the day, then treat the 30-60-90 reinforcement plan as mandatory, the session alone will not create adoption. ## What's inside - Pre-work packet sent one week before session day - Full 6-hour time-blocked facilitator agenda - Deal Triage Workshop exercise (scored against real deals) - Qualification Sprint role-play exercise - Objection Relay exercise - Parallel manager-calibration track - Live pipeline deal-review segment - Certification exam walkthrough and scheduling - Commitment-capture closing exercise - Full materials checklist - 30-60-90 post-SKO reinforcement plan A full-day plan for relaunching or reinforcing your sales qualification methodology at SKO. Built to be run, not read, every block below is time-boxed and has a facilitator action attached. --- ## Pre-work (send 1 week before session day, ~45 minutes, individual) - [ ] **Read**: 2-page methodology one-pager (framework stages + why-now rationale) - [ ] **Watch**: 15-minute recorded "why this, why now" video from sales leadership - [ ] **Self-audit**: pick 2 recent deals (1 won, 1 lost) and tag which qualification questions you did and didn't ask, using the framework's checklist - [ ] **Bring**: those 2 deals to the session (printed or pulled up in CRM) --- ## Session-day agenda (6 hours) ### 09:00–09:15: Open: Why This, Why Now (15 min) Leader shares one stat that shows the cost of *not* having rigor, e.g., win rate on deals with no confirmed economic buyer vs. deals with one identified. Frame: *"This isn't new hoops, it's how we protect the deals you're already working."* ### 09:15–10:00: Methodology Deep Dive, Part 1 (45 min) Walk each stage/letter of the framework against a real closed-won deal, annotated live. Open Q&A for the last 10 minutes. ### 10:00–10:45, Exercise 1: Deal Triage Workshop (45 min) - Breakout groups of 3–4. - Each rep brings their 2 pre-work deals. - Group scores each deal against the framework's checklist (see the *New Rep Certification Scorecard* for a compatible rubric). - **Output:** each rep names the ONE missing qualification element most likely to have cost them the lost deal. ### 10:45–11:00: Break ### 11:00–11:45: Methodology Deep Dive, Part 2 (45 min) Focus stage: objection-proofing the champion / economic-buyer conversation. ### 11:45–12:30, Exercise 2: Qualification Sprint role-play (45 min) - Pairs. One plays rep, one plays a skeptical economic buyer using a "hostile persona" card (pull objections from the *Cold Call Opener Swipe File* companion resource or your own objection bank). - 8-minute rounds, then swap roles. - A third person or facilitator scores using the same rubric reps will be certified against. ### 12:30–13:15: Lunch ### 13:15–14:00: Parallel tracks **Managers:** Calibration session: score 3 recorded calls independently, then compare. Goal: managers land within 1 point of each other on the same call. **Reps: Exercise 3: Objection Relay (45 min):** round-robin, each rep gets 90 seconds to respond to a randomly drawn hard objection card, group scores 1–3, rotate. ### 14:00–14:45: Live Deal Review Using the Framework (45 min) Pick 2 real, currently-open pipeline deals (anonymized if needed). Whole room applies the framework live; facilitator narrates the thinking out loud. ### 14:45–15:00: Break ### 15:00–15:30: Certification Exam Walkthrough (30 min) Explain format, pass threshold, and retake policy. Book certification exam slots for the following week. ### 15:30–15:50, 30-60-90 Reinforcement Plan Reveal (20 min) Show reps exactly what reinforcement looks like so today doesn't feel like a one-off event. ### 15:50–16:00, Close: Commitments (10 min) Each rep writes one sentence: *"The one thing I'll do differently in my very next call is ___."* Collect digitally, manager follows up on this specific commitment in the next 1:1. --- ## Materials checklist - [ ] Methodology one-pager (pre-work) - [ ] Recorded leadership "why now" video - [ ] Deal Triage Workshop scoring sheet - [ ] Hostile-persona role-play cards (8–10 personas) - [ ] Objection cards (20+) - [ ] 3 recorded calls for manager calibration - [ ] 2 anonymized live pipeline deals for the group review - [ ] Certification exam logistics slide + booking sheet - [ ] Commitment-capture form (digital or paper) --- ## Post-SKO 30-60-90 reinforcement plan *This is what makes it stick. Most SKO content dies within two weeks without it.* ### Days 1–30, Embed - Week 1: manager reviews each rep's "one thing" commitment in 1:1. - Weekly 15-minute team huddle: one rep scores a live deal against the framework in front of the group. - CRM fields required for the methodology's stages go live, not optional. - Certification exams sat by day 21. ### Days 31–60: Calibrate - Manager-led deal reviews require framework language, no exceptions. - Skip-level spot check: second-line manager sits in on one deal review per manager. - Mid-point pulse survey (1 question, anonymous): *"Are you using this without being asked?"* ### Days 61–90, Prove it - Compare cohort win rate and cycle time (deals worked entirely post-SKO) against the trailing-12-month baseline. - Recognize the rep who applied the framework most rigorously, not just the one who won the most dollars. Reinforce the behavior, not only the outcome. - Retire the pre-methodology CRM fields entirely. No option to fall back to the old way.