Pre-show plan

A pre-show plan is the shared document or workspace that sets an event’s goals, target accounts, owners, meetings, logistics, and follow-up expectations before the team travels, and teams often circulate it as a kickoff doc.

What does a pre-show plan hold?

• Goals for the show: meetings, pipeline, and coverage of target accounts.
• The target account list, tiered, with an owner per account.
• Meetings your reps have booked, and pre-show outreach still open.
• Logistics: roster, booth shifts, travel, and shipping.
• Talking points, and the follow-up window after the show.

Why do reps ignore kickoff docs?

You write a kickoff doc once, and it stays the same whether a rep acts on it or not. Your reps learn they can skip it, and coordination failure follows.

It gets worse when your reps doubt the list. They re-research their own accounts for weeks, and their outreach starts after prospects have made their plans for the week.

Where do you find it in FieldXM?

In FieldXM, your plan lives on the event. Keep objectives, roster, and booth shifts in event logistics. See account labels, ICP tiers, owners, and coverage gaps in account planning.

One readiness signal tells you whether the plan has hit its milestones, from the roster and the attendee list to account owners and the CRM link.