SalesForceXP: July/August 2008 Coverstory: 9 Ideas to Improve Your Off-Site

What Works: Sales Training

9 Ideas to Improve Your Off-Site

By Ron Kaufmann

As a professional speaker on customer service, consultant Ron Kaufmann (www.ronkaufmann.com) has seen the best and worst of corporate meetings and events. He offers these tips from those experiences:

1 - Select your site with care.
Off-site events reduce distraction and can promote a "big picture" perspective.

2 - Design your sequence with care.
Decide up front whether you want a high-intensity working event, a laid-back and relaxing retreat, or a balanced program combining both worlds. If you combine work and play, consider the options: "Work first, play later" gives participants something to look forward to. "Play first, work later" sets a tone of enjoyment for the program and puts work issues closer to your return to the office. "Work, play, work" lets you get started on business issues, take a break, and then come back to complete your work after gaining some recreational perspective.

3 - Circulate a pre-retreat agenda.
Let people know what your objectives are for the retreat. Give them an opportunity to prepare for full and constructive participation.

4 - Use meal breaks to your advantage.
Arrange seating to foster appropriate communication. Turn some coffee breaks into "working breaks" with refreshments served inside your conference room.

5 - Present new perspectives.
Create perspective not usually seen at the office. Use examples outside your industry to highlight key points. Engage external speakers to share cross-industry knowledge and experience.

6 - Involve customers as your guests.
Bring in customers for specific portions of your meeting (beyond golf). Customer panels and discussion groups can produce good results.

7 - Involve suppliers as your guests.
Strengthening your partnership with suppliers makes good business sense. Suppliers can bring unique value to your off-site through industry perspective and competitive awareness.

8 - Gather reaction and recommendations.
After the event, gather ideas for further improvement. Ask what participants want more of and less of at your next off-site event.

9 - Consider using an outside process facilitator.
It may be useful to engage a professional facilitator to help with your retreat. Outside talent can bring years of experience to help design your event. A competent outsider can also serve as the "impartial party," keeping your group on focus and making sure that everyone speaks and is heard.
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