On my way to a conference where I would be a sponsor in the marketplace, I realized that I needed some sales refreshers if I wanted to perform well. I felt this way because I yearned to be more confident in the methods I had learned in my onboarding process so I could own as many conversations as possible. Another part of me, though, just wanted to make sure I was not missing anything or had anything misconstrued.
Knowing that many of my co-workers were busy finishing up their quarterly checklists and others were in their various stages of preparing for the conference, I didn’t want to bother them. Luckily, I didn’t have to in order to achieve the knowledge and confidence I desired. You see, my company has multiple video sources and interactive guides that I can access anywhere at any time. I was able to access exactly what I needed, without having to ask permission to join an onboarding meeting for a refresher or ask co-workers for their attention and aid.
The approach that my company takes is great for modern salespeople who are mobile and work in a world that is surrounded by technology. Salespeople travel frequently and are often stuck in transport to meetings, waiting in line for coffee or delayed at an airport. These wait times cause boredom and frustration to strike because they’re unable to access their company’s shared drive for the latest playbook or to get on a video call with a co-worker. However, if they have an easy-to-access video, they can pop in headphones anywhere and review their knowledge.
How do you give your salespeople this type of tool instead of the typical PowerPoint deck? It takes a lot of effort and dedication from an entire sales enablement team to implement video playbook learning. First, you have to figure out how to implement videos in your regular training process. Do you house them on a popular video site like YouTube, available for all to see, or do you invest in a software platform that guides your reps privately? My company uses the latter, which allows us to keep our sales team aligned with live updates, notifications and analytics.
After deciding how to house your videos, you have to create them. The best practice is either to use your media team or to purchase a video package from a consulting firm to create the highest-quality videos possible. In this day and age, so many salespeople are exposed to extravagant videos, whether they are business-based or in their personal lives, so having a simple iPhone recording simply won’t cut it. Be sure to open up all of your options for analysis; one of the biggest decisions to make is what type of video would be best for your team. Personally, I love white-boarding videos and animated videos, but other types might work better for your unique team.
Another consideration to keep in mind is who is in your video. You don’t need to pick the best actor; instead, think of who has the sales talent that you need to capture. Who in your company does a fantastic job when they white-board? Who can seamlessly tell a two-minute story that every potential client can relate to? Once you find this person, you can design a video around demonstrating his or her talent to align your entire sales team on a best practice.
The purpose of creating new and improved resources for your team members is so they can use them, so be sure that they know about the videos and what to do with them, as well. Email them a link, tell them to check it out, and encourage them to give you feedback and ideas. Having videos integrated in your training process is a great way to open the door to multiple learning opportunities. Someone may really enjoy a new white-boarding guide but might have a different spin on the way a graph is drawn or might see a need for a different demonstration. Use these notes from your team to help you maintain and add resources.
Seeing the value in videos is easy and should be easy to implement, if you plan accordingly. Salespeople benefit immensely from being able to access training in the palm of their hand, and the team as a whole functions better with fewer interruptions. It also provides the company with an easy plan for adding to your training process and gathering feedback from sales teams. Keep your team from feeling anxious, and simplify your sales training with videos.