SKO - Unplanned Competencies

Jeff Macomber (00:00)
The CRO said to me, my team sucks at objection handling. At sales kickoff, right? You couldn't have told me this like three months ago.

But we put together this, this, was like a game show where, you know, if you think Family Feud, there's a bunch of numbers on a board up on the screen and people have to come up, come up front, pick a number and behind each number they have, there's an objection that they have to overcome in front of everybody with one of the sales leaders. Right. And so, and I'd like to say that this was like something we'd planned out for months and we had all these

Charles Moreton (00:13)
Nice.

Yeah.

Jeff Macomber (00:35)
We had all this adult learning theory behind it, but no, was just something that felt like we needed to do because number one, we had to make people a little bit uncomfortable.

Number two, we had to do it on a topic that was top of mind to the CRO, right? So we could earn credibility with him.

It was probably one of the most impactful exercises that I've ever facilitated in a sales kickoff because, you know, it was a real, it was a real competency. was a real skill that they were struggling with. They got to practice it in the most pressured situation. Like doing objection handling with a prospect is nothing once you've done it in front of a room full of your peers.