Most Sales Kickoffs Fail to Drive Sales Behavior Change, New Study Finds

▤ Summary

RAIN Group and Alchemist released research on what makes sales kickoffs drive real behavior change. The study found that high-impact SKOs are tightly aligned to strategy, highly interactive, and built around role-playing, motivational speakers, and team building. It also showed that measurement, reinforcement, and event cadence matter more than flashy keynote content. The report highlights AI simulations, coaching, and gamification as practical ways to extend learning after the event. Sales leaders can use the findings to redesign kickoff programs around adoption and measurable seller performance.

▦ Linked Companies

Alchemist Learning and Development Limited

$1M to $5M