One of the great joys of my job is helping sales leaders think though how they want to structure their retreats/off-sites/sales meetings.
The current structure is very easy and has been used for many years. The group gathers for a day and a half, so time away from production is minimized.
The group is welcomed, senior leadership provides an update and answers questions, and then the fun begins. Each business partner that attends the off-site gets a one-hour slot to talk about their product. The team hears between 6-10 presentations during the day and a half.
The team concludes with a wrap-up and everyone heads to the airport.
What I find interesting is the reluctrance to step out of this structure. I have some questions that I like to ask, that usually creates some good discussion.
1) What will be the focus of the off-site?
2) What are the 1-2 things that you want the team walking away with?
3) Are you going to be setting a BHAG goal? If so, when did you want to do that?
4) Are you going to give any business partner a slot or do they have to earn their slot? If so, how?
5) Have you thought of having one of your team members, who is an expert in that area, work with the business partner to do a joint presentation?
6) Are you going to go over the business partner's presentation before the off-site?
By just asking a few questions you cause the sales team leader to back up and start really thinking about what they want to accomplish. They don't have to do things the way everyone else does things. In fact, the best off-sites are where the leader builds off the last off-site, and helps the team grow by providing JUST the things they need. No fluff
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