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.

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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

 

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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.

Training Delivery Methods: Choosing the Right Modality for Your Content

Content is a huge focus in the training world, though it’s really only one part of the learning equation. The magic happens, though, when strong content is shared through the most effective training delivery methods, enabling the message to be absorbed, retained, and implemented by learners.

Whether your aim is to impart knowledge, sharpen skills, or adjust behaviors, there are a lot of different methods of training delivery to choose from. But there’s no silver bullet. In fact, data continues to prove a blended approach, incorporating more than one modality to deliver your content, increases retention by up to 60%.

So, how do you determine the most effective training delivery methods for your needs? Start by considering the options available and how they align with your goals, audience, and content.

Below is a list of our recommendations.

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Training Delivery Methods for Building Knowledge

When we speak about training for knowledge, we’re referring to helping learners understand the what and the why of a concept. To tackle these topics, the training delivery methods we recommend hinge greatly on well-organized information and storytelling. These include:

  • Podcasts
    Borrowing from the popular media format, Podcasts are an excellent way to educate team members, allowing them to absorb information at their own pace in a familiar style.
  • Infographics
    Visual tools help to reinforce concepts, and the Infographic remains a popular delivery method as it clearly outlines vital data and information in a memorable and engaging way.
  • Animations
    Another popular visual option, Animations are a great way to educate learners. By imparting critical information in an entertaining way, you can increase both retention and engagement.
  • Group Discussions
    Part team-building, part training, Guided Group Discussions are a great way to build relationships among team members while educating them on key concepts.
  • Boost
    These interactive modules from Unboxed’s Training Technology team organize key concepts in an interactive, data-based tool, making it effective for knowledge acquisition and knowledge sustainment (refresher training).

Training Delivery Methods for Improving Knowledge & Skills

Building on those, there are several modalities that bridge both knowledge and skills, helping learners to understand the how behind the what and the why. This category of modalities includes:

  • Instructor-Led Trainings (in-person or virtual)
    Instructor Led Training (ILT) or Virtual Instructor Led Training (vILT) allows you to build upon learned knowledge by giving learners a chance to put knowledge and skills into practice through classroom activities.The bonus of vILT is it allows you to reach learners near and far with training that’s as equally engaging, interactive, and effective as in-person training — without the pricey travel costs.
  • Interactive Learning Guides
    Self-paced and fully interactive, our Interactive Learning Guides (ILG) keep learners engaged at every step. With a modern, web-like interface, video, animation, gamification, and interactive exercises, ILGs create an engaging experience for learners, making them effective for both knowledge and skills training.
  • Videos
    Taking cues from what many learners engage in on their own time, training videos are an incredibly popular choice to help learners improve their skills in addition to reinforcing their knowledge.

Training Delivery Methods for Sharpening Skills & Behaviors

Moving further into training for skills, the delivery methods below allow you to focus more deeply on the tactical responsibilities of your team. These modalities also lend themselves to training for behaviors, educating learners on the action taken, and include:

  • Group Participation, Hands-On Activities, Role Plays, On-the-Floor Training, Mentor Shadowing
    Each of these training delivery methods differs in their approach but share the same goal: to allow team members to improve their skills in settings and situations where they actually use them.

Training Delivery Methods for Shaping Behaviors

Behavior-specific training goes one step further, allowing you to work with team members to help them make changes in their interactions, approaches, and performance with direct feedback. There are two modalities that are ideal for this type of training, these are:

  • Huddles
    Combining the benefits of group participation, hands-on activities, and role play along with direct coaching, Huddles are an excellent training method to help shape and improve behaviors.
  • Video Simulations
    Offering the same advantages of a Huddle, Video Simulations allow geographically dispersed teams the opportunity to observe team member behavior and coach them to be more effective in their approach.

Need Help?

We recognize there are a lot of options out there, but choosing a training method doesn’t need to be a chore. We can help you analyze and understand both your goals and content to select the best option for your needs. Reach out to schedule some time with our Training Content Strategists to learn more.

Want to know more about choosing a training method? Download our free guide!

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7 Tips to Delivering Multilingual Training to your Global Workforce

Is your company really a global company? If you’re not providing multilingual training (i.e. delivering training to employees in their native language), you may not be as global as you think. According to Forbes, a full 65% of those polled say that there is a language barrier between executives or managers and other workers. That’s huge. That means need-to-know information isn’t moving up or down the pipeline.

In a global economy where ex-pats move across international borders for work, language can be an enormous barrier, or an effective tool. Global competition means that as companies, we need to understand the global market for workers and provide effective training for each of them. One way to do this is to speak their language. Literally.

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Benefits of Multilingual Training

Ensuring your workers are trained in their native language has some great benefits—both for them and for your company as a whole:

Fewer Misinterpretations

There are jokes that just don’t translate. That inability to effectively translate doesn’t apply only to jokes though, it also applies to training. Providing native tongue training allows workers to understand the nuances as well as the important points, increasing trainee success and confidence once they are out in the field.

Increased Efficiency and Effectiveness

Workers who know what’s expected of them and when it’s expected, can better gauge their workflow. Part of efficiency is understanding processes and performance expectations. Why not provide that information in a way that all employees can confidently engage with? And part of effectiveness is ensuring workers fully understand their job description. Providing multilingual training is one way companies can support efficiency and effectiveness among their employees.

Increased Engagement

Using native language training allows learners’ brains to focus on content rather than interpretation. When students have to think about content in a non-native way and translate it to their mother tongue, there is more room for translation error. There is also a problem with cognitive load. So much of our finite brain space is taken up by translation, that training takes a literal back seat. Great training reduces cognitive load as much as possible.

Increased Safety

OSHA says 25% of workplace injuries have language barriers as a contributing factor. Not fully understanding training is the first line of misunderstanding and can cost companies dearly. If workers do not fully understand how to keep themselves and others safe, how can they be expected to fully implement a safety training program built around the premise of keeping everyone safe? It can’t happen.

 

Getting Started with Multilingual Training

So, how can your company get started with multilinguistic training?

Ideally, workers would be trained in their native tongue, on every issue. Certainly this could be quite an investment for multilingual companies who do not have a paid interpreter or whose workforce is diverse enough to speak more than two or three different languages.

However, there are a few things we can do to enhance our training, reduce cognitive load, and provide better outcomes for each of our workers. What can we do?

  1. Know your audience. Who are you training? What languages do they speak? Being sensitive to your learners means respecting, not only their culture, but also their language. Keep this in mind as you build training and you’ll start moving toward a positive experience for learners and increasing learner engagement and retention.
  2. Harness technology to create a Multilanguage platform. Our learning management system, Spoke, now speaks 9 languages. We have found that when your content and technology speak the right languages, you have a win-win situation. It’s good for the learner and good for the business.
  3. Start simple. You might have to explain simple phrases, but those explanations will help learners dive deeper and get more meaning out of your training. So make sure to explain and define key phrases or jargon for your industry. Even better if you continuously check in with learners throughout the training to see if they need simplified explanations as you take a deeper dive into content.
  4. Provide training in native languages for all of your employees. We know this is a tall order and a big challenge. Sometimes the keys to the multilinguistic kingdom reside in subtitles. Adding subtitles can offer students the clarity and nuance they need to fully understand content and to build their confidence.
  5. Provide supporting materials in various languages. Best practice means you meet learners where they are. Providing supporting materials in a variety of languages can foster learning and retention. This may take the form of translating job aides, or linking to multilingual resources on the web. These supports can help bolster key nuances that may otherwise be missed.
  6. Reflect the nationalities of your audience. We all want to see people who look like us. That helps us to identify with the message and makes us feel the required skills are attainable. In an effort to help foster these feelings among learners, it’s important to use images of actors who look and sound like your trainees. For video this means hiring actors who reflect your workforce.
  7. Use demonstrations and real-life action to show learners what you want them to learn. Action is the first mode of communication when people do not have a common language. Demonstrations can fill in the gaps if you cannot provide multi-language training.

Recognizing the need for training in multiple languages can be daunting. Often companies know the need exists, but have no idea how to address it. Considering that 84% of people polled agree that that workers are more productive with managers who can speak with them effectively in their native tongue, mother tongue training becomes ever more important. It allows your team to get the nuances of sales procedures, work processes, rights and responsibilities, or HR policies—whatever you want them to know.

We Can Help

At Unboxed Technology, we partner with companies who wish to provide globalized content and technology experiences for their workers, to increase efficiency and maximize their talent. If multilingual training is developed and posted in our learning management system, Spoke, your team could experience fully immersed, native tongue training. Your company can tap into the cultural knowledge, intelligence, creative thinking, and insight of your full team using Spoke, and that is the sweetest interpretation of all.