Six Small Group Workshops that Will Level Up Your SKO

Big presentations have their place, but small-group workshops are where the real magic happens. These sessions offer personalized, hands-on learning and foster collaboration in a way that large group formats simply can’t.

Here are some creative small-group workshop ideas to weave into your sales kickoff:

1. Objection Handling Role-Play

Why It Works:

Every rep faces objections—it’s how they handle them that separates good from great.

How to Run It:

Break participants into trios: one as the sales rep, one as the prospect, and one as the observer. Rotate roles with real-life objection scenarios, and challenge participants to think on their feet.

Outcome:

Reps leave more confident and agile, with fresh strategies for diffusing tough objections.

2. Pitch Contest

Why It Works:

Messaging consistency is key, and a polished pitch is your team’s opening salvo.

How to Run It:

Assign each group a persona or use case. They’ll craft and present a concise, compelling pitch. Afterward, the team votes on the strongest delivery.

Outcome:

Sharp, on-brand pitches that’ll have your reps ready for any audience.

3. Buyer Psychology Deep Dive

Why It Works:

The best salespeople think like their buyers.

How to Run It:

Groups analyze a buyer persona’s goals, pain points, and decision-making process. Teams share insights and brainstorm tailored sales approaches.

Outcome:

A more empathetic, buyer-centric salesforce.

4. Sales Call Lab

Why It Works:

Real-world feedback drives real-world improvement.

How to Run It:

Play recorded sales calls and have small groups score them against a rubric. Discuss wins, misses, and opportunities for growth, then role-play how to improve.

Outcome:

Clear benchmarks for great calls and actionable takeaways for improvement.

5. Competitive Battle Card Creation

Why It Works:

A well-prepped team is a confident team.

How to Run It:

Groups develop battle cards for key competitors, listing strengths, weaknesses, objections, and counterstrategies. Share and refine as a team.

Outcome:

Reps gain tactical insights for handling competitive pressure.

6. Pipeline Triage Workshop

Why It Works:

Focused pipelines drive higher win rates.

How to Run It:

Teams evaluate active deals using a qualification framework (e.g., MEDDICC, BANT). Prioritize the best-fit deals and brainstorm next steps.

Outcome:

Reps leave with a clear, actionable path for advancing their most promising deals.