The 5 Fundamentals of Great Sales Training Videos

Great Sales Training Videos

 

An alarming 66% of sales teams describe their training as irrelevant. Knowing 75% of employees are more likely to watch a video than read text, how do you create sales training videos that wow and make a positive impact on the bottom line? Here at Unboxed, we’ve been creating training videos that learners actually want to watch, and we’ve seen encouraging results, like a 15-60% increase in year over year sales.

When creating a custom sales program, you should use video strategically to show and reinforce the behaviors you’re teaching. Here are the five fundamentals of great sales training videos to guide your content creation.

 

1. Custom Sales Training Video Content

The first place to start is making sure your content is specific to your organization. There are plenty of generic sales training videos out there, but you can’t count on them to give you the positive results you’re looking for. Why? Because your team is less likely to take it seriously and the real impact comes from videos that match your organization’s specific culture, sales process, products, and challenges.

Your team is unique, and their training should be too. Show that you’re investing in their success with custom content.

 

2. Real World Scenarios

Along the same lines, your sales training videos should address realistic scenarios that your teams encounter every day. To make sure our training content is as authentic as possible, we interview sales team members in the field and other subject matter experts to gut check scenarios that we’d like to include.

In addition to real scenarios, your script has to sound that way too. To accomplish this, use conversational language and contractions (hasn’t, won’t, couldn’t, isn’t, etc.). Try your best to listen to actual sales conversations either by observing on a ride along or listening in on a sales call. When you’re done with your first draft, send the script to a few rock star sales team members to get their feedback. When your scenarios and scripting are as true-to-life as possible, you’ll gain your learner’s credibility and they’ll want to learn from you.

 Great Sales Training Videos_2 

3. Professional Quality

If the acting is bad in a movie or show, you’re less likely to watch it, right? The same goes for sales training videos. If you want your learners to take the content seriously, and engage with it, the quality should be professional. This means everything from the filming, to the lighting, sound, and talent should be as polished as can be.

As Hollywood enhances their quality, the modern learner’s expectations rise too. If you sacrifice on quality, you run the risk of losing your audience’s attention and your credibility.

You may be thinking, “professional talent sounds expensive.” While a lot of organizations try to cut corners and use internal team members instead of professional talent, we advise against this. Ultimately, you won’t save as much as you think, and you’ve now gambled with the main focal point of your sales training video. Rembmer to try and eliminate as many distractions for your learners as possible.

 

4. Use a Creative Concept

Your training videos shouldn’t be a narrator or person in leadership talking to the camera the whole time. It’s best to use a creative concept where you can set clear expectations and show what those behaviors look like in a fun, engaging way. After all, it’s much more powerful to show than just tell.

Think outside the box when it comes to your creative concept. Can you find inspiration from a popular show? Would it work to show a compare and contrast of a team member who portrays good behaviors vs. a team member who uses great behaviors? As you’re brainstorming, consider themes that will fit with your culture and entertain and motivate your learners.

 

5. Show Positive & Negative Outcomes

Sales training videos provide learners with a safe space to learn. That’s why we use video simulations whenever possible. A simulation let’s a learner see a scenario play out, respond how they would handle it, and see what happens as a result. If they get the answer wrong, they’ll see the outcome (maybe it’s awkward silence or confusion from their customer), either way, they get to see the result of not using the best-in-class behavior. We know learners are going to make mistakes, and that’s okay. We’d just rather have them happen during training instead of real customer conversations.

To learn more about creating amazing training videos, check out our free guide, Employee Training Video Production – Humanized, and learn what to expect during pre-production, production, and post-production.

Introducing ReadySet: Turn-Key Training Solution from Unboxed

With 10 years of experience creating custom employee training programs under our belt and a name like Unboxed, it’s taken us quite a while to come around to boxed content. Though we’ve always acknowledged that there is a place for boxed content in the industry (i.e. compliance training; no need to reinvent that wheel), we’ve stayed away from creating turn-key training programs ourselves—until now.

Let us explain.

Over the past few years, we’ve received an increasing number of requests from clients who need to train their teams fast. Sales organizations especially are desperate for a quick solution, and for good reason. 71% of sales representatives take over six months to ramp, and that means the organization is bleeding money every day, especially if their turnover rate is high. A major contributor to lengthy ramp time is the skill gap: 47% of sales representatives lack fundamental selling skills (and that’s only the fundamentals!).

So, we asked ourselves, what if we could help? What if we could use our sales training expertise to make it easier and more cost effective for reps to learn foundational selling skills?

 

Introducing ReadySet

 

 

ReadySet is our answer to that question. ReadySet is affordable, high-quality, off-the-shelf e-learning that delivers action-oriented content with the same high-levels of engagement and effectiveness as custom-built training. 

So, how is ReadySet different than other turn-key training courses? We stay true to the traditional Unboxed approach.

1. ReadySet is modern and engaging. Each course is so design-forward that the user experience feels more like a website than a traditional eLearning module. We pushed our team to make the content as intuitive and engaging as possible.

2. ReadySet courses are bite-sized. We believe micro-learning principles should apply to off-the-shelf training as well as custom-built. With multiple micro-learning courses that focus on one key skill per course, ReadySet keeps the active seat time short enough to support comprehension and retention.

3. ReadySet emphasizes application and sustainment. If you’ve shopped around for off-the-shelf training programs, you know much of it consists of talking-head videos without assessment or follow-up. Effective training requires more than that; we need to help learners transfer and apply new skills to real situations. That’s why ReadySet includes a workbook full of practical on-the-job activities to sustain learning past the learning event. On top of that, learners get a baseline and final assessment to accurately measure knowledge acquisition and growth.

 

ReadySet > Sell

 

ReadySet-Module-Device2_transparent

The first curriculum we’re launching under the ReadySet name is ReadySet > Sell. This action-oriented, foundational selling skills content is based on proven best practices we’ve gathered from over a decade of creating custom sales training programs for Fortune 500 companies.

The 8-week training course includes an introductory video, interactive eLearnings, baseline and final assessments, and a participant workbook with follow-up activities. The content covers key topics like prospecting, analyzing needs, positioning, handling objections, asking for the sale, and more.

Learn more about ReadySet > Sell

Not convinced yet? That’s okay, we were skeptical, too.

Set up a consultation with our team today to see a demo and learn more about how ReadySet > Sell can help you decrease ramp time and up-skill your sales team. And stay tuned for future ReadySet curriculums.

 

Evaluating Sales Training Programs

Evaluating Sales Training Too
The success of your company can largely depend on your choice in sales training. Consider this — ATD collected information from over 2500 firms and found companies that offer comprehensive training enjoy a 24% higher profit margin than those who spend less on training.

With so many training options available, how do you weed through it all? It can feel overwhelming, so treat this post as your roadmap to helping your sales team deliver. But before you zero in on new training, consider the following when evaluating sales training programs.

 

Ease of Access

Accessibility is key. The more accessible a sales training program is, the more involved your team will be.

Accomplish this through a modern approach in delivery. Whether it be from their phone or tablet, if a sales rep can access training on the go, they’re more likely to complete it. A study by CLO Magazine reported 70% of employees surveyed felt more motivated to learn when they could access the training on their mobile devices, while 72% reported increased engagement with mobile learning.

As an added bonus, try putting the sales training in the same tool your employees use to sell to their customers, so they have anytime, anywhere access on a platform they are comfortable with. At Unboxed, we put that into practice through Hub 360. It allows our sales reps to save time by having everything they need right in one place, without switching back and forth between tools or apps.

 

Micro-learning

Along with accessibility, look for whether the training program delivers the information in bite-size courses, otherwise known as “micro-learning.”

The content needs to be crisp and concise to avoid information overload, which can result in a decrease in retention. We’ve found our best results when training courses are kept to 15 minutes or less.

Reps can also use these shorter courses as quick refresher training before they walk into a pitch. Hello, just-in-time training reinforcement.

If the training can be accessed on the go AND employees can get the specific content they need when they need it, it’s a win-win.

 

Time to Launch

When evaluating sales training programs, there are two primary types: off-the-shelf and custom-built.

Many foundational sales techniques such as overcoming objections and negotiation can be taught and reinforced through off-the-shelf sales training programs. Because of this, off-the-shelf programs can get you results fast and keep costs down.

However, if you’re willing to invest in custom sales training, you’ll get the advantage of training that’s contextual and on-brand, while tackling learning objectives relevant to your team. That relevance is amplified when the training ties the objectives to real-life scenarios. If that’s not convincing enough, a custom program typically has a shelf life three times longer than off-the-shelf sales training.

 

Sustainment & Reinforcement

One-and-done sales training kickoffs are a thing of the past. Sales training should be viewed as an ongoing process, with an emphasis on what will happen after. As investments in sales training continue to exceed $2 billion annually, the importance of retaining that investment cannot be overstated.
Consider gamification when evaluating sales training programs. According to Scientific American Magazine, 80% of learners say they would be more productive learning through a game.
Technology is also a major factor in sustained behavior change. Mobile gamification solutions help combat memory loss and increase retention as much as 24% within five days of the learner taking the course.

 

Social Knowledge

Your peers are your natural motivators. Depending on your relationship, you compete, learn, and thrive off one another. The ability to share knowledge with peers is critical when evaluating sales training programs.

The 70-20-10 model corresponds to a proportional breakdown of how people learn effectively, with 70% of their knowledge coming from job-related experiences, 20% from interactions with others, and 10% from formal educational events.
So, when choosing a program for your team, check for that 20% option, whether that be through a social learning platform, or the chance to practice their skills with one another in a game format.

 

Practice & Coaching

On a similar note, how effective will the training be if sales reps don’t have a safe place to practice what they’re learning? Manager and peer feedback is an integral part of any training, as it reinforces the learning for both the peer doing the action and the peer giving feedback.

In sales, being comfortable with delivery is half the battle. As part of your sustainment training, try scheduling one-on-one sessions with your manager where you can practice mock sales calls, or ask them about a time when they learned a valuable lesson during a pitch. It’s up to you to take advantage of their experience, and that’s something you want your sales training program to encourage.

 

Expertise & Results

You’ve checked for accessibility. You appreciate the convenience of splitting the content into short bursts. You’re excited by the gamification and social engagement opportunities. And you see the value in ongoing sustainment and reinforcement. But do the training providers you’re exploring have experience, expertise, and proven results in your industry?

Perhaps the most important factor to consider when evaluating sales training programs is looking for success stories and testimonials from companies similar to yours, specifically those who showed an increase in training completion rates, learner engagement, and of course bottom line ROI.

 

Stop Evaluating Sales Training Programs…

…and meet Unboxed.

At Unboxed, we check all of those boxes. Your products, services, and sales process are unique. Your sales training should be, too. That’s why our customized sales training programs deliver short bursts of engaging content that reps can access on demand.

So, when you’re evaluating sales training programs, consider what Unboxed can bring to your team — a conversational tone, modern design, and innovative technology. Sales training your team will actually love and want to complete. And of course, results that drive straight to the bottom line.
We’d love to connect with you and learn more about your business to see how our sales training programs can help. Leave a comment below or reach out to say hello.

The 3 Most Impactful Sales Enablement Trends for 2019

The sales enablement sector experienced unprecedented growth in 2018. More organizations than ever before leveraged technology to provide sales reps the content, data, and tools they need to engage buyers at every stage of the sales cycle.

As a testament to that growth, most sales organizations now have dedicated sales enablement teams, or have plans in the works to create one soon. Clearly, sales organizations have come to appreciate the value that sales enablement solutions can offer, particularly in decreasing the length of the sales cycle and increasing pipeline opportunities.

But as fast as the industry is changing, there’s still room to refine and create new solutions that solve common problems and help sales reps reach their full potential.

So, what will the top sales enablement trends be for 2019? Here’s our take.

1. Emphasis on learning and coaching

Based on a comprehensive survey done by Quark software, Sales Learning and Coaching Platforms is one of “the top two investment priorities [of sales organizations] over the next 12 months.” This may come as a surprise to others, but it wasn’t a surprise to us here at Unboxed.

In our 10+ years working with sales organizations, we’ve seen across the board that training is the most overlooked part of sales enablement. What good is having the right content and tools if you’re presentation misses the mark or you haven’t learned to effectively communicate with your prospect and ask for the sale?

As one of our top sales enablement trends in 2019, we demand and expect deeper integration of learning and coaching tools into existing sales enablement platforms. Inadequate or ineffective training leads to increased turnover, slower ramp time, and fewer sales, and your organization can’t afford to ignore the data any longer. Gryphon Sales Intelligence describes it this way:

“According to a recent survey, 84% of all sales training is lost after 90 days. This is majorly due to the lack of information retention among sales personnel. This highlights the need for refresher training from time to time along with effective sales training.”

2019 sales enablement trends - learning and coaching

If your organization doesn’t have a strategy for ongoing sustainment and continuous learning, you’re falling behind the curve. Look for a solution that integrates with your other sales enablement tools, ideally a one-stop shop with seamless access to training that gets pushed out over time and can be completed on-the-go.
And don’t stop there. For sales teams to reach their full potential, your solution must also give sales leaders and managers the ability to easily and consistently coach their teams to success.

2. Seamless access to important content—finally!

Sales reps lose up to 26 hours a month just searching for, editing, and managing content. Although sales content and asset management platforms have made it easier to organize marketing content and collateral, sales reps still struggle.

Most sale reps says they store content in 3-6 different locations, sometimes even up to 10. Many of those locations aren’t accessible to the marketing team for quality control and easily become outdated, and so the story goes.

2019 sales enablement trends - content management

Since this problem is still so prevalent, sales enablement software must reimagine the solution in 2019. Adding yet another location to stash the content won’t cut it, but creating a hub that helps you seamlessly organize and integrate content from a variety of sources will. Expect to see solutions that bring together content from disjointed platforms into one centralized location.

Let’s give reps back those 312 hours in 2019.

3. New ways to leverage artificial intelligence

Artificial intelligence has the potential to make a huge impact on sales teams, which is why it’s on our list of sales enablement trends to watch in 2019. Early adopter sales organizations are already reaping the benefits:

  • Sales reps save significant time through automated prospecting assistance.
  • Analyzing and prioritizing leads is easier than ever before.
  • AI-powered customer service guides buyers to the right solution more quickly.

The time savings are inarguable, but the rise of AI has other effects as well. AI increases the value of human skills that can’t be replicated by a machine. Skills like influence, empathy, and ability to gain trust.

2019 sales enablement trends - artificial intelligence

But what if you could use AI to help reps hone those critical human skills? In 2019, we’re introducing AI-powered roleplay that analyzes facial expressions to provide insight into the real emotional responses of an audience. We’re incredibly excited about the potential of this tool and thrilled with the early results we’ve seen from test cases. Sign up here to be included in our big announcement in Q1.

What sales enablement trends will you watch in 2019?

How will your sales enablement strategies evolve in the coming year? We’d love to hear your thoughts!

Leave us a comment below or contact us to see how can support your sales enablement goals.

Is the Best Sales Training Off-the-Shelf or Custom-Built?

U.S. companies spent 20% more money in 2017 to train their salespeople than they did to train workers in all other functions. Given that level of financial commitment, organizations need to ensure they’re investing in the best sales training and maximizing their ROI.

The best sales training should inspire, ignite, and even invigorate; helping your organization build a company-wide sales culture where team members speak the same language and relationships form easily across sectors, departments, and divisions.

While some training leaders believe they must choose between a custom-built program or an off-the-shelf solution, we believe in combining the strengths of both into one powerful program.

So, to help you select the best sales training for your organization, we’ve broken down the comparison between the two into five simple categories:
• Time
• Cost
• Content
• Behavior focus
• Delivery methods

Let’s explore each to see how the two compare.

Time

Implementing off-the-shelf sales training is often a quicker fix than creating something custom, meaning you’re able to start delivering training sooner.

In contrast, creating custom training means a few additional weeks of lead time before the program can be rolled out. The tradeoff here, though, is that custom-built programs typically have 3X the longevity when compared to off-the-shelf options.

Cost

With a lower initial price tag, off-the-shelf solutions are appealing for many when comparing the higher up-front cost of custom sales training.

However, it’s important to be mindful that off-the-shelf training typically comes with recurring subscription and licensing fees, meaning that over time, your total expense is likely to match that of a custom option. With custom training, you aren’t subject to those recurring costs as you’ll own the training outright.

Here are some quick numbers as an example. An off-the-shelf solution may cost $50,000/year, which sounds like a deal compared to the $125,000 price tag of a custom-built program. But remember, a custom program typically has a 3X longer shelf life when compared to off-the-shelf sales training. All of a sudden, the cost of the off-the-shelf solution has exceeded the cost of the custom-built program. It’s something to consider as you plan and budget.

Content

The beauty of off-the-shelf training solutions is that they offer a one-size-fits-most option, addressing needs and skill sets common to most sales teams.

Custom training takes things one step further with content tailored specifically to your organization’s business needs, products/services, brand, and culture. The benefit is learners see themselves in their training and will be better prepared to apply what they learn to their day-to-day.

Need proof? Read about how 98% of reps at Berkshire Hathaway Media Group agreed their sales training was immediately useful because it was custom-built for them.

Behavior Focus

While there is no denying that knowledge and skills can take you far in the world of sales, not all team members are natural-born sellers. Sales behaviors, though, can be taught and refined—making them a critical tool for developing and enhancing your team’s performance while improving the customer experience and positively impacting your bottom line.

Both custom training and off-the-shelf content can address this, though their approach and level of depth differ.

Delivery Methods

Although custom training more often uses modern delivery methods like interactivity, video, gamification, and social learning, some off-the-shelf solutions do incorporate some of these options as well.

However, you likely will find that the training delivery methods used in custom-built programs generate higher levels of engagement, satisfaction, and training completion than those in their off-the-shelf counterparts.

For example, AppNexus employees enjoyed their custom-built employee training videos so much, completion rates exceeded 70%. Oh, did I mention the training was optional.

What’s the Best Sales Training For Your Organization?

Here’s a quick recap.

Off-the-shelf

Custom

Time

  • Quicker to implement
  • Shorter shelf life
  • Longer to build
  • Longer shelf life

Cost

  • Less up front
  • Ongoing subscription and licensing fees
  • Higher initial cost
  • No subscriptions or licensing fees

Content

  • Addresses needs common to many organizations
  • Built to match your company’s culture and goals

Behavior Focus

  • Focuses more on knowledge and skills, broadly addresses behaviors
  • Focuses on developing great behaviors in addition to building knowledge and skills

Delivery Methods

  • May not incorporate as many interactive elements
  • Incorporates modern methods of eLearning to drive higher engagement

Bottom line: training drives results.Whether you opt for a custom-built solution or an off-the-shelf option, you can’t go wrong. Consider your timeline and specific needs to identify the best sales training for your organization.Not sure where to start? Let us help! We have nearly a decade of experience delivering client-driven sales training solutions. Connect with us today to see what we can do for your team.

6 Things Top Sales Training Programs Have In Common

Sales training is hard. You’re challenged, over and over again, to create fresh content for programs that educate, engage, and influence behaviors. And what works in one scenario might not work for another because every organization and product is unique.

Still, the pressure to show improved sales performance is high. If reps don’t perform, 25% are either fired or quit every year. That’s almost double the turnover rate for most organizations. Is bad sales training a part of the problem?

Through the years, we’ve seen our share of sales training that fails to deliver. But it doesn’t have to be that way. That’s why we decided to share the “secret sauce” the world’s top sales training programs have in common. A framework you won’t find readily anywhere else.

 

top sales training programs hero

1. STRATEGY

All the best sales training programs begin with a strategy. In other words, it has to be more than checking off a box on your sales team’s to-do list. Your product, audience and market environment is constantly evolving – and you need to “plug into” that.

Start with the end in mind by asking the right questions and using the answers to develop your strategy.

  • How does the training tie back to your business goals? For example, are you introducing a new product, entering a new market, growing your existing accounts, etc.?
  • What are your knowledge and skill gaps? Do your reps need better product/competitor knowledge? Do they struggle with lead follow up and overcoming objections? Do your managers need help coaching reps?
  • What behaviors do you need to change? What do your reps need to start, stop, or continue to improve performance?
  • How will you define and measure success? How can you make data collection/reporting a priority? Define the process and be clear about the goal. And don’t forget to reinforce and advertise your results.

Once you have a strategy in place, you can start building a plan to get to your goals. Be sure to get everyone from leadership to field personnel on board and excited about your approach.

2. CONTENT

Let’s face it, content matters. Ever tuned out after the first 5 words of…anything?

John Cleese said it best…

top sales training programs - John Cleese

Sure, the word “engagement” gets thrown around, but what does it mean, after all? Can you measure engagement? What’s the benefit?

Based on our experience, the top sales training programs are highly engaging…even:

  • “Fun”
  • “Entertaining”
  • “Refreshing”
  • “Knock your socks off”

(our clients’ words, not ours)

So, how do you get reviews like this? Use these two tips to make your training “sticky,” meaning reps will actually want to complete it (maybe even more than once).

Make it contextual

That means it has to be RELEVANT. Reps need to know how to apply what they are learning to their job and day-to-day life.

  • Present common scenarios or situations.
  • Use real language that reps and customers actually use.
  • Show or mimic real people and locations

Remember, generic examples and broad, sweeping generalizations are impossible to put into practice. Your training should help reps:

  • Identify: “I’ve met that customer. I have these conversations.”
  • Care: there’s an emotional connection when something looks and feels like you
  • Know: exactly what to do or say in the same or similar situation.

Make it conversational

Sometimes, despite our best efforts, we’re so focused on delivering all the right content in a few sessions that we go all “teachy.”

It’s like in Peanuts, when the teacher talks, it’s just a bunch of “womp womp womp.”

Keep it simple and use human speak, like:

  • Everyday words and phrases
  • Short sentences (to sales reps, time is money)
  • Honesty

Bonus tip: Lighten up. Adults love it when we make fun of ourselves and our culture.

The good news is you don’t have to start with a blank canvas. Spend a little time conducting a content audit. Decide what you can continue to use as-is, what’s missing, what needs a little refreshing, and what needs to be scrapped and recreated.

 

3. DELIVERY

You also need a platform that’s sticky. And mobile-friendly isn’t enough. It should be virtually impossible to resist. Think bug light attraction.

You could create the world’s best sales training program, but if your reps can’t find it, access it, or don’t use it your efforts were wasted.

This may mean investing in newer technology. If that’s the case, look for these things.

Collaborative and social learning tools

Reps have tons of expertise and experiences worth sharing. Empower them to be in the driver’s seat, to pro-actively lead/contribute to their learning and growth. Let them share best practices, ask questions, and get feedback in real-time.

Informal learning like this doesn’t replace formal learning. It enhances it. In fact, in the 6th Annual Learning in the Workplace study, 93% of employees ranked “on-the-job experience” as essential to how they learn, followed closely by social learning at 90%.

Give employees a way to continue their learning outside of the classroom or course. Don’t fear social learning tools like these.

Real-world gamification

Sales reps are competitive so gamification ties into their desire to compete, win, and get recognition.

Many platforms have basic gamification built-in, like earning points, leaderboards, badges, and levels.

To take gamification to the next level, look for a platform that allows reps to redeem their hard-earned points for real-world incentives like company swag or other rewards.

Frontline communication tools

Reps are typically on the go, which means they may not have access to things like the company Intranet at all times.

And their inboxes are already overflowing. But including critical communications like new product launches, promos, and other company updates into your training platform gives them a one-stop-shop to find everything they need to get their jobs done.


A New Spoke in the Training Wheel

the world's top sales training programs use Spoke

 

 

 

If you think a single platform built for training, collaboration, communication, and gamification sounds like a unicorn, think again.

Spoke, our social LMS, combines all these tools into an engaging platform that’s intuitive, practical and actually gets used.

Meet Spoke

4. REINFORCEMENT

The one-and-done “sales kickoff” isn’t enough. But, unfortunately, sales training reinforcement has become more of a buzzword than a best practice. Everyone recognizes its value – but also bemoan the time, focus and cost.

It’s not just an after-thought, it’s not even top of mind. What these organizations fail to realize, however, is that the best training reinforcement can be achieved in the normal course of business. You must build in and protect time for reps and managers to practice what they’re learning. 

Worried about where you’ll find the time?

Work with what you already have! Start small with your existing learning platform. Use those social/collaboration tools as a way to have reps practice putting product features/product positioning in their own words.

Everyone’s got a phone. Have reps video themselves practicing something, post it online, and ask for constructive feedback. Maybe a contest? Star rankings?

Or try quick role-playing games in morning huddles/sales meetings. Always ask for suggestions and feedback. Sales reps can be extremely resourceful!

All the top sales training programs include training reinforcement to some degree.

5. RESULTS

What gets measured gets improved. Ever heard that before? It’s because it’s true.

Shine a bright light on every aspect of your program. What went well? What needs improvement? Some of the results may be anecdotal, or conversations, or community posts in your social learning platform.

No matter where the data comes from, data collection can’t be an afterthought. Capture and learn from all of it.

Go beyond basic metrics like training completion.

  • Observe rep behaviors, customer experience ratings/scores (voice of customer), NPS (net promoter score), retention and churn, average deal size, etc.
  • Partner with L&D/marketing/etc. to get data and correlate data to training.
  • Review questions/comments/feedback left in your training platform’s chats and channels.
  • Try to read between the lines. This is where your emotional intelligence skills come in handy.

Share the results with key stakeholders and work together to make improvements.

6. LEADERSHIP

The last thing the world’s top sales training programs have in common is engaged leadership. If your leaders aren’t involved in a big way, you’ll struggle to get buy-in from the rest of your sales team.

Would Apple launch a new product without making a big deal about it? No way. Like Apple, channel your inner Steve Jobs. Build hype. Get people excited. Including your leadership team.

From start to finish, you own the program, so marketing your agenda and generating enthusiasm in upper management is huge.

  • Gain buy-in continuously from management and leadership.
  • Stay involved, from discovery to training review calls to pilot launches.
  • Be able to answer questions, both about the content and the logistics (When will it launch? How will we be evaluated on it?)
  • Share a “sneak peek” photo of the video shoot. Even better, invite all-star reps/managers to go on set and watch the magic happen.
  • Create some “sizzle” with a trailer video.
  • Actively solicit feedback. As results come in, share those with the team. What gets measured and shared, gets celebrated (and repeated).

The sooner you get leadership involved, the better your chances of success.

 

top sales training programs Don’t Build Themselves

If you’re resource constrained, or don’t have the in-house capabilities you need to create a world-class sales training program, don’t be afraid to look outside your four walls to find a partner.

Look for a partner with a proven track record and the ability to dive deep into your company and understand your culture, products and services, and even your competitors. A custom sales training program may be exactly what you need.

Wherever you are in your training evolution, we can meet you there. We’d love to hear from you on anything you’ve read, questions you have, or to explore our offerings. Let us know how we can help.