Leader
Checklist
Free
Sales Kickoff 12-Week Planning Checklist
A week-by-week runbook for planning a sales kickoff end to end, covering theme, logistics, content, and post-event reinforcement, so nothing falls through the cracks.
What's inside
- 12 pre-event weekly checklists from T-minus 12 to T-minus 1
- An event-week checklist covering execution, recording, and live feedback
- 5 post-event checklists at Week 1, 2, 4, 8, and 12 covering reinforcement and ROI review
- Explicit checkbox items for theme/big-rocks definition, budget, and objectives
- Logistics items: venue, travel, AV, swag, run-of-show, contingency planning
- Content items: agenda drafts, rehearsals, speaker confirmation, breakout materials
- Reinforcement items: manager debriefs, CRM goal translation, skill-check checkpoints, ROI review
A week-by-week runbook from kickoff-of-planning to twelve weeks post-event, covering theme, logistics, content, and reinforcement, so nothing falls through the cracks.
T-Minus 12 Weeks (Planning Start)
- Confirm SKO dates and venue
- Set total budget (see Budget & ROI Calculator in this library)
- Assign SKO owner + cross-functional planning committee (Sales, Enablement, Marketing, Events)
- Define the theme and the 1–2 "big rocks" this SKO must land — not a laundry list
T-Minus 11 Weeks
- Draft measurable objectives (e.g., target ramp-time reduction, named skill certifications to complete)
- Align theme/narrative with CEO/CRO
T-Minus 10 Weeks
- Finalize venue contract, travel logistics, room blocks
- Negotiate AV and catering contracts
- Confirm attendee list and roles (reps, CS, marketing, leadership, guests)
T-Minus 9 Weeks
- Build the content skeleton — map sessions to Vision / Skill-Building / Celebration days
- Identify internal vs. external speakers needed per session
T-Minus 8 Weeks
- Send save-the-date + any pre-work (pre-read, self-assessment, pre-SKO survey)
- Begin external speaker confirmations
T-Minus 7 Weeks
- Lock agenda draft v1
- Assign session owners
- Begin deck/material development
T-Minus 6 Weeks
- Finalize room blocks, ground transport, AV run-of-show draft
- Place swag/merch orders (lead times run long — don't leave this late)
T-Minus 5 Weeks
- Set content rehearsal schedule
- Draft breakout/workshop materials
- Design gamification/competition mechanics if used
T-Minus 4 Weeks
- Full run-of-show v2 complete
- Confirm all speakers and vendors in writing
- Finalize award/recognition list
- Begin attendee comms cadence
T-Minus 3 Weeks
- Dry-run rehearsal with all internal speakers
- Complete AV/tech checks
- Order printed materials and name badges
T-Minus 2 Weeks
- Final logistics confirmation — headcounts, dietary needs, transport manifests
- Build contingency plan (no-shows, AV failure, weather)
- Draft the post-event reinforcement plan (30/60/90-day cadence)
T-Minus 1 Week
- On-site setup begins
- Final rehearsal
- Send attendees final logistics details
- Brief all facilitators/session owners
Event Week
- Execute Day 1 (Vision), Day 2 (Skill-Building), Day 3 (Celebration) — see the 3-Day Agenda Builder in this library
- Record all sessions for post-event reference
- Run a live feedback pulse survey (end of Day 2 or Day 3)
Post-Event Week 1
- Send recap email with recordings and materials
- Distribute playbooks/session assets
- Compile and share feedback/NPS results with leadership
Post-Event Week 2
- Managers run team debriefs
- Translate SKO commitments into individual/team goals in CRM
Post-Event Week 4
- First skill-check/certification checkpoint on key SKO training
- Identify and address gaps
Post-Event Week 8
- Mid-point reinforcement pulse — is the new play/skill actually being used?
- Tie findings into manager 1:1 coaching
Post-Event Week 12
- Full ROI review — attainment/ramp movement vs. pre-SKO baseline
- Feed lessons learned into next SKO's planning cycle
How to use it
Assign each weekly block to a named owner on the planning committee at T-minus 12, and check items off in a shared tracker so the committee can see at a glance which week is behind.