Annual Meeting Best Practices

14 December 2018


Each year, most sales organizations hold an annual meeting (sometimes called a Sales Kickoff). This research examines the wide range of practices associated with these meetings, with the aim of identifying impactful approaches and emerging trends. Also addressed are annual meeting topics, effectiveness, expense, and return-on-investment.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in planning, sales effectiveness, executive sales leadership, or strategy in their organizations.

Benefits of Participation

  • A copy of the findings report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in March 2019

Research Timeline

  • Research closes 1 April 2019
  • Research report is expected to be published by 20 April 2019


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Showpad.

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