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.

Training New Employees – 3 Essential Elements for Every Onboarding Program

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So you’ve scoured the applicant pool and found the perfect person for the job, the hard part is done, right? Really, you’re only about half-way up the hill. The training the new employee receives is just as important as who you’ve hired.

Don’t believe us? ADP says that 91% of managers, 81% of HR administrators, and 75% of employees say onboarding is not done right. It’s also been reported that it costs an organization 1.5x the employee’s salary to replace and get a new employee up to speed. It’s safe to say, getting onboarding right is crucial.

Here are the three essentials to keep in mind so your training will hit the mark.

 

1. The Warm Welcome: Ease Their First Day Nerves

New employees have a lot to get the jitters about—a new job, an unfamiliar commute, a new office space, possibly a new city, and all new co-workers (not to mention new responsibilities). It’s important to start to build trust and confidence the moment they walk in the door. Let’s face it, first impressions are important, and a team member’s first day is also their first peek behind the curtain.

On day 1 new team members will start to make judgments on what makes you tick as a company, how the organization is run, and your culture. Are managers hiding behind locked doors? Are their new co-workers friendly? Do the leaders really care?

You only get one chance to set the tone for their first experience. Alleviate their fears and establish a culture of caring by showing them that they’re more than just a number.

If you’re a small company, have each new employee sit down with someone from the C-Suite to get the story of the company. It helps them feel like they’re more than just a number—the leaders care about them and take the time to get to know them.

For larger organizations, a good option is an Introductory Video – a short and sweet message from leadership that all new hires can watch. It tells them a bit about the company, the role employees play in their continued success, and how excited leadership is that they’re joining the team.

Why does this make such a difference? The Gallup organization reports that 71% of employees today are either not engaged or are actively disengaged at work. Establishing a culture where every person matters and is valued is a great way to help build a new employee’s trust that they joined the right organization—and that buy-in is an important factor in keeping employees engaged.

 

Training New Employees – 3 Essential Elements for Every Onboarding Program

 

2. The Coaching Mindset: Establish Check Points and Expectations

87% of Millennials recently surveyed stated that professional development and career growth are very important to them. Your employees are hungry, and they want success – they just don’t always know how to get there. That’s where you come in.

Outline clear expectations and milestones using a BARS (Behavior Anchored Rating Scale) Chart. The BARS Chart serves as the foundation for the new employee. It outlines what not acceptable, good, and GREAT looks like in their role.

Peer mentor check-ins are a great way to reinforce these GREAT behaviors in a less intimidating setting. New employees can watch a tenured employee perform the GREAT behaviors, talk through their best practices, and openly discuss challenges with someone in their same role.

Then use a 30/60/90-day Plan to build off that framework. These plans allow managers to work with an employee to gauge where they fall at each milestone (according to the BARS Chart) and plan for next steps.

At each of these milestones, the manager should meet with the new hire to discuss their progress and goals for the coming days using the 30/60/90-day Plan as a framework. 

 

3. The Wow Factor: Cater to the Modern Learner

We all know that there are certain things that simply have to be covered when it comes to training new hires: your company’s mission, vision, values, the tools/software they’ll use, and the knowledge, skills, and behaviors they need to do their job well. Check out this Onboarding Checklist to see if your program covers the basics.

But it’s not enough to just check all the boxes, you have to make it memorable. The average employee checks his or her phone more than 150 times per day, so it’s not surprising that the modern learner has a shorter attention span and will tire of the “required” content quickly if you don’t make it exciting.

Reading a manual, sitting through a presentation, or taking a compliance course isn’t going to cut it for the modern learner. Instead, weave in as much interactivity as possible.

You can do things like a VR scavenger hunt for office essentials, add mobile-friendly self-paced foundational courses, or include Simulated or Animated Videos in to your onboarding program. We promise your learners will notice the difference and their knowledge and retention will improve.

Remember, finding and hiring the right people is only part of the battle—how you train them, starting at day 1, is a big factor. For more info on onboarding, check out our article on Onboarding Best Practices. And if you’re interested in learning about Introductory Videos, BARS Charts, 30/60/90-day Plans, Animated or Simulated Videos, incorporating Virtual Reality and more, let us know. We’d love to talk to you and help assess which onboarding training elements are right for your company! 

5 Impactful L&D Trends to Watch in 2019

As 2018 draws to a close, many L&D leaders are beginning to explore the top learning and development trends of 2019. As you weigh needs and resources, we wanted to give you some early insights to support your planning. The topics in our list of 2019 L&D trends are based on our experience working with a diverse group of clients and our steady research.

Learning and development is transforming at a quicker clip in recent years as a crop of new technologies like virtual and augmented reality, automation, and artificial intelligence disrupt our expectations for engaging, action-oriented learning.

Below are the five top trends in training and development we believe you need to watch and discuss with your teams as you plan for 2019.

 

Trend #1: Making Learning More Accessible

As our roles become more complex and the way we work more dynamic, L&D needs to provide access to training “anytime, anywhere, on any device.” Waiting in line? Pull up a simulation on your phone and review. In a lull between meetings? Jump on your computer and work through an interactive learning guide.

Creating this level of accessibility has its challenges, but it’s worth it. That’s why it tops our list of L&D trends to watch in 2019.

A recent Gartner study found, “The effortless learning experience has the greatest impact on learning application and digital learners value it the most.” Learners cited “Ease of career application, ease of access, and ease of consumability” as the three most important factors with training.

2019 L&D trends - making learning accessible

Micro-learning and accessible learning go hand in hand. The process of repackaging training for agility also sets you up for quicker, more efficient development of training. When a role responsibility changes, your trainers won’t have to update an entire course or video if the material is broken into smaller pieces. They’ll find the segment that needs to be updated instead of recreating the entire piece. Your L&D teams will be quicker to tweak courses with more granular access to the content. If learners are struggling with a concept, they might reorder the course or repackage that segment to increase effectiveness.

Making training into smaller bites isn’t enough to meet your learnings in any situation. If your courses are available on a phone, but are impossible to work through on that device, the learner will walk away. Designing training that considers the advantages and challenges of each device is key to making learning easier to digest.

There’s an added benefit to structuring your training this way. Your material becomes a rich resource for your managers to extend formal training and reteach concepts when team members are struggling. Organizing these resources in a system that tracks usage will help your L&D team prioritize training development, and this data is an important point of reference when discussing ROI for training offerings.

 

Trend #2: Exploring Immersive Technology

Much of the current excitement around augmented reality and virtual reality is centered around gaming, but these technologies will have a larger, lasting impact on the L&D. A 2018 Capterra survey on top tech trends found as many as 46% of U.S. small and medium-sized businesses are looking into leveraging VR in the next two years.

Virtual and augmented reality are becoming more accessible each year. These emerging technologies have the greatest potential to help manage change in an organization. AR/VR replaces traditional courses and assessments with a single solution where the mastery required is taught and practiced in a simulated environment.

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Imagine sales training where a new hire learns your company’s sales process (knowledge acquisition) then immediately enters a scenario to practice and refine learning through a pair of glasses or VR goggles (skill building). Each stage of your process would have this balance of learning then showing what you’ve learned. i.e. This is how you pitch to the decision-maker.  You try it. This is how you get the SOW through legal. Now you do it.

Virtual simulations like these provide rich, emotionally connected experiences that feel real. No one loses a real client in virtual reality, but a well-designed virtual scenario will evoke the same emotions associated with a loss in the learner. In other words, it will feel real.

The process can be slowed or broken down so each step of a call can be evaluated and practiced. Variations on the core simulations help learners extend their learning into new products and markets.

2019 is the year to start giving these new technologies some of your time and resources. You might not be ready to jump in with both feet, but investing in a VR system and testing out some of the early L&D resources would be a measured first step. If this is too much of an investment now, read up on the companies that are early adopters. Learn from their experiences now so you are ready when the price allows your company to jump in.

 

Trend #3: Designing Training for Sustainment and Retention

Whether custom-designed or off-the-shelf, the impact of your training will be minimal if your organization doesn’t have a plan for application and reflection in the field after the training is complete. All instruction, especially skills-based training, requires validation and reinforcement.

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Effective training is not a “one and done” event. Smart companies recognize the real change happens when the team walks into the field with their new learning in hand and starts putting it into practice. These companies design training with the longer view of change in mind.

The goal of refresher training is to sustain learning, increase knowledge retention, and fight the forgetting curve. People forget 50% of what the learn in 1 hour. 70% within 24 hours. And 90% within a week.

Learners need more than simple reminders. Reminders are not reinforcement. Reinforcement should be positioned as a part of your learner’s overall experience. Managers, too, should be equipped to coach their teams to success. Review your training and provide your leaders with the tools they need to support their teams as they put training into practice.

 

Trend #4: Embracing Artificial Intelligence

Artificial intelligence and machine learning stand to make two significant impacts on how we learn in the coming year – personalization and measuring effectiveness.

This rapidly growing technology will continue to change how we consume training. IBM recently noted by applying AI to a workplace, “employees can receive more personalized recommendations to facilitate evergreen, curated learning paths and anticipatory career management.” Applying AI to an LMS will create a learning environment highly tailored to the individual employee.

 

2019 training and development trends - artificial intelligence

 

We see the consumer application of this all the time. Netflix, Amazon, and Facebook are using AI/machine learning to deliver personalized recommendations each time you visit. This same smart curation applied to your learning environment will create more engaging, timely experiences for your employees.

AI’s more significant impact will be around measuring effectiveness. It’s a vexing issue for any company. You create a well-designed, sound learning experience for a team, the trainers deliver as well as you expected, and you’re left feeling good about the L&D team’s performance.

Oh, you’re also left with the little voice asking, “But how effective was it?”

AI already has the tools to answer that question. For example, face-recognition technology we see in our phones could be leveraged in training, role-playing, simulations, and in the field to assess how each learner is applying new learning. Based on that assessment, the learner could be directed back into the LMS where custom follow-up training is waiting for them.

We know. It sounds like science fiction. But it’s here. You stand to lose real money and market share if your training isn’t agile.  AI is a cost-effective way to manage that flexibility. It will give your L&D teams more time improve the quality of training. Make it a tentpole of your 2019 strategy.

 

Trend #5: Accepting Automation

“The Bots are coming!  The Bots are coming!” – Paul Revere on Facebook Messenger

Much of the focus of bots in the news has been on how a coming “Bot-pocolypse” will result in major job losses. This alarmist perspective mischaracterizes how bots are impacting work. They’re being used most often in places where we look for answers and to augment services, but they are not coming for our jobs.

 

L&D trends 2019 - automation and machine learning

 

The rise of customer support chatbots and chatbot integrations in communication apps creates two unique L&D opportunities.

  1. The bots themselves become vehicles to quickly place training in front of employees.  Remember, “anytime, anywhere, any device?”
  2. Using a chatbot system to distribute your training literally puts the learning at their fingertips—or thumbs.

As these bots help employees and customers and take over repetitive, process-oriented tasks that provide little meaning to us humans, they will make our work more engaging. The Training Journal points out, “Increasingly, businesses will look to automation to handle technical and process-driven tasks, and they’ll look to their people to spend more time on value-add tasks, which require creative and objective thought.”

Companies embracing automation need to work closely with L&D to teach employees how to work alongside these new tools. As work becomes more creative and objective, the role of L&D will shift along with our teams in response to automation. L&D must ensure workplace training is designed and delivered for more complex work. What an amazing opportunity for Instructional Designers and Trainers.

Your 2019 plan needs to include transitioning process-oriented training into chatbot systems while designing training for those “value-add tasks.”

 

2019 L&D Trends Recap

Technology is delivering more personal experiences every year. The new trends in training and development all bend towards that individual learner experience. Let’s recap.

  1. Make training easily accessible. Make sure your training is at the fingertips of your employees whenever they want it.
  2. Explore immersive technologies. Augmented and virtual reality create “real and safe” ways to help teach valuable, human-driven skills.
  3. Design for sustainment. As you plan your training strategy, include time for reinforcement, reflection, and application in the field to make your training stick.
  4. Embrace artificial intelligence and machine learning. You’re going to need help managing this truly employee-focused learning experience.
  5. Accept automation. If process-oriented tasks are going to machines, focus your training on the complex stuff only humans can do.

It can feel exciting and a bit overwhelming all at the same time.

Need help navigating these new L&D trends? Let us help. Schedule a free training consultation with one of our experts to learn how.

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.