Every year, revenue leaders look to their kickoff event as an opportunity to align teams, reinforce strategy and generate momentum for the next 12 months. But 2026 will bring meaningful shifts — not only in what happens during revenue kickoffs (RKOs) but why teams structure them the way they do.
At Mereo, we have supported hundreds of RKOs across industries and business models. As we look ahead to 2026, three trends are surfacing with our clients that stand apart for their staying power and their impact.
Below, we break down what is changing, what it means for your go-to-market organization and how to keep your RKO grounded in what moves the revenue needle.
TREND 1: AI WILL BECOME A PRIMARY TOPIC — NOT A SIDE CONVERSATION
Generative AI has rapidly matured from an experimental tool to an operational requirement. In 2026, every sophisticated selling organization will face the same questions from their teams:
- How are our buyers using AI today — and how will they expect to use it tomorrow?
- How are we using AI to create competitive advantage?
- How are our competitors using AI — and where must we defend or differentiate?
RKOs will become the forum where companies articulate their AI point of view and equip market-facing teams with messaging, guardrails and value conversations for buyers who increasingly expect AI to show up in the solution and in the sales process.
Revenue teams should be prepared to address:
- How AI accelerates outcomes for buyers
- How your organization ensures responsible and secure use of AI
- Where AI drives measurable value in your product / service
- What claims to make — and what not to make — about AI capabilities
- How AI enhances (not replaces) relationship-driven selling
Mereo Expert Tip
Do not let your RKO become a product-launch event for AI features. AI is an enabler — not the strategy. Buyers do not want buzzwords. They want clarity around impact. Anchor your sessions on buyer value, not technology hype.
TREND 2: IN-PERSON IS FULLY BACK — AND LEADERS ARE LEANING INTO IT
For the first time since 2020, the majority of B2B organizations are planning fully in-person RKOs for 2026. The logistical and emotional fatigue of hybrid formats has run its course. Leaders are realizing:
- In-person beats virtual for connection and alignment
- No need for complex hybrid broadcasting (aside from a CEO-level general session for which the entire company should tune-in)
- Sellers re-engage more quickly and build trust faster when they meet live
- Enablement sticks better with physical interaction and shared experience
The pendulum has swung: In-person is no longer “nice to have.” It is the expected norm.
Mereo Expert Tip
Do not overstuff your agenda just because you have everyone together. RKOs do not need more sessions — they need more meaningful sessions. Reserve in-person time for what must be done live: interaction, role-plays / practice, alignment, relationship building.
TREND 3: ROLE-PLAYS WILL BE THE MOST VALUABLE USE OF IN-PERSON TIME
If leaders want the strongest, most lasting ROI from their 2026 RKO, role-play sessions should take center stage.
When sellers are together in person, practice is the ultimate differentiator. Live role-plays help teams:
- Internalize value propositions
- Strengthen objection-handling
- Practice new messaging in real-time
- Build confidence before entering market conversations
- Mitigate gaps in skills, product understanding and competitive positioning
Role-plays also help unify teams around consistent messaging — a challenge that continues to plague organizations year after year.
And new AI-assisted role-play tools such as ELB Learning simulation platforms and Quantified conversational intelligence systems make it possible to extend reinforcement long after kickoff ends and the right foundation is set.
When used correctly, these tools allow teams to:
- Conduct individualized practice year-round
- Receive objective feedback on tone, clarity and value messaging
- Reduce manager coaching load
- Reinforce kickoff learnings with repetition at scale
Mereo Expert Tip
Do not rely solely on AI tools for role-plays or assume a simulation replaces real practice. Human-to-human interaction remains the gold standard. AI should support, not replace, live exercises.
HOW TO MAKE YOUR 2026 RKO COUNT
Revenue kickoffs will evolve in 2026, but the heart of effective enablement remains the same: Equip your teams with clarity, alignment and the confidence to execute.
AI will shape the conversation. In-person will strengthen the experience. And role-plays will reinforce the skills needed to win.
If you want support designing a 2026 RKO that fuels sustainable revenue performance, Mereo is here to help.
→ Download The Ultimate Revenue Kickoff Planning Playbook.
→ Schedule a time with a kickoff expert to assess your current plans.