// Sales
Sales Kickoff
Also known as SKO
The annual all-hands sales conference that resets strategy, comp, product and territory for the year.
In depth
SKO is equal parts rally, training and drop of the new comp plan. Effectiveness depends on how much of the content is inspection-ready (new playbooks, new messaging, new territories) vs. keynote theatre.
Related terms
Comp Plan
The written document governing how a rep is paid, base, variable, rate, accelerators, SPIFFs and clawbacks.
Sales Enablement
The function that equips reps with the training, content, tooling and process to sell effectively.
Playbook
A codified set of steps a rep or CSM runs against a specific scenario, deal type or customer signal.