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Struggling to help your distant gross sales workforce? Get our suggestions for utilizing video to onboard, coach, practice, and talk together with your distant reps.
Managing a rising distant gross sales workforce is crammed with challenges. How do you make certain everybody works from the identical playbook, stays aligned as your workforce expands, and retains updated on adjustments?
You should use video for extra than simply reaching out to prospects. It’s additionally your #1 software for supporting and interesting your distant gross sales workforce. Irrespective of the place they’re, a fast video can present the steering they should succeed…with out you needing to sort up a 500-word e mail.
Be aware: We’re not speaking about video calls. We imply “asynchronous” video—a.ok.a. a video that you just file forward of time, then ship out. Your workforce can watch it once they’re prepared. It’s a unbelievable match for any schedule, whether or not a rep is caught in a gross sales name or working in a time zone midway around the globe.
On this information, we’ll present actionable suggestions for utilizing video to steer your workforce. Right here’s what we’ll cowl:
- Onboarding: Learn how to use video to supply every little thing your workforce must know from day one.
- Teaching: Learn how to use video to be one of the best useful resource on your workforce, even when your time is stretched.
- Coaching: Learn how to use video to assist your workforce always study and enhance.
- Communication: Learn how to use video maintain everybody on the identical web page with frequent, open, and ongoing communication.
In a rush? Seize the pocket-size, shareable model of this information. - Contents
- 1. Onboarding Your Distant Gross sales Staff
- 1.1 Firm Onboarding Movies
- 1.2 Get Set Up on the Tech Stack
- 1.3 FAQ Movies
- 2. Coaching Your Distant Gross sales Staff
- 2.1 Apply Pitching
- 2.2 Buyer Tales
- 2.3 Troubleshooting
- 3. Teaching Your Distant Gross sales Staff
- 3.1 Test-Ins
- 3.2 Immediate Replays
- 3.3 Course Correction
- 4. Communication with Your Distant Gross sales Staff
- 4.1 Downside Fixing
- 4.2 Messaging and Positioning
- 4.3 Updates
- 5. Bear in mind the Three C’s of Distant Gross sales Staff Administration
Onboarding Your Distant Gross sales Staff
So your workforce is rising, and it is advisable get them on top of things—quick! Don’t panic. Even when they’re not working the identical constructing/metropolis/hemisphere as you might be, video is a good way to convey new reps on board. Right here’s how one can get began.
Firm Onboarding Movies
Firm tradition, code of conduct, and product data are essential for brand spanking new hires to grasp. Make this journey as straightforward as potential with a self-guided sequence of movies organized into an eLearning module or playlist.
Get Set Up on the Tech Stack
Display recording movies are a good way to show how one can stand up and working with software program instruments. The flexibility to pause and rewatch is a present to any learner.
With Vidyard’s video platform, you possibly can see what sections of the movies your workforce is watching (and rewatching). You’ll know the place they’re struggling so you possibly can broaden or rephrase for readability.
FAQ Movies
There are some questions you simply know new hires are going to ask. Get forward of them by recording FAQ movies answering their commonest questions.
In contrast to wordy textual content paperwork, video can simply reply sophisticated questions. As soon as created, you possibly can retailer them in a video library or video hub for anytime entry.
Get your workforce to file their very own FAQ movies the following time they run into an issue and have to hunt out the reply. You’ll develop your data base and encourage your workforce to assist one another out!
Uncover how one can make distant gross sales onboarding a snap with the appropriate instruments and program. Learn the Information Coaching Your Distant Gross sales Staff
Each gross sales workforce must constantly study and enhance…however your workforce’s distant nature can get in the way in which. Video knocks down these blockers by delivering gross sales schooling in a handy, consumable format. Listed below are a couple of concepts for coaching your workforce utilizing video.
Apply Pitching
When messaging adjustments, ask your workforce to file elevator pitch movies so that you can evaluation. Have them repeat the messaging in numerous methods till they nail it. The ultimate video can act for instance for future coaching.
Buyer Tales
Storytelling is likely one of the strongest methods to convey any message. Have your workforce file buyer tales to observe getting comfy together with your worth prop. You may give suggestions on their supply, they usually can leverage accomplished movies of their cadences.
Troubleshooting
It may be simpler (for everybody) in case your workforce members create fast display screen file movies of queries once they’re caught. That method you possibly can see precisely what’s happening, and reply again with your personal display screen recording of the answer. Add it to a useful resource library or video hub for future reference.
Reap the benefits of your workforce’s hive thoughts and make it a finest observe to drop questions into a bunch Slack channel or chat. Questions will probably be answered extra rapidly and everybody will be capable of see the response. If anybody creates a video reply to a query, you possibly can add it to your (rising) library of inside sources.
Equip your workforce with the talents and confidence they should dominate digital promoting. Learn the Information Teaching Your Distant Gross sales Staff
With so many direct experiences, it may be laborious to get high quality face-to-face time with all of them. Video helps you maximize your restricted teaching time. As an alternative of cramming your calendar with calls, take a look at these methods to make use of asynchronous video to attach at your personal velocity.
Test-Ins
Video is the following smartest thing to being in particular person, so use it to remain related to your workforce—whether or not they’re distant or on web site. You may file fast movies to supply updates or keep in contact. (However typically you do want to attach in actual time. For these situations, video conferencing instruments are your finest guess.)
Immediate Replays
File video to help every step of your gross sales cycle. From prospecting and discovery calls to micro-demos and hand-offs, video might help with deal development. Assessment your workforce’s recordings regularly to supply suggestions on issues like physique language and speak tracks.
Course Correction
Hold a library of gold commonplace movies on your workforce to evaluation and refer again to. Level your reps to those movies when they should alter their messaging to align with finest practices. Use these for aggressive speak tracks, objection dealing with, and extra.
Change might be good, so make sure to replace your gold commonplace movies as your targets change and techniques evolve—and each time somebody actually knocks it out of the park with a contemporary new concept.
Communication with Your Distant Gross sales Staff
Your workforce must be up-to-date and on the identical web page to do their finest work. Frequent and open communication whereas distant could seem difficult, however video makes it a lot less complicated to remain related together with your reps. Listed below are our high concepts for utilizing video to maintain communication channels open together with your distant workforce.
Downside Fixing
When challenges come up, make sure to doc your options. Whether or not it’s a fast selfie video explaining how one can deal with a troublesome objection or a display screen seize of a technical repair, add them to your library for future use.
Messaging and Positioning
When issues transfer rapidly, it’s vital to supply readability. Talk new messaging, positioning, or product updates through video to obviously articulate key data like the worth proposition. Make the movies out there on demand for fast refreshers earlier than calls and conferences.
Updates
As an alternative of time-sucking conferences or prolonged emails, talk vital however in-depth data like pipeline and quota updates utilizing video. Get extra engagement whereas giving your workforce the liberty to look at at a handy time. You may also monitor who’s watching to maintain folks accountable.
Vidyard provides velocity controls so you possibly can watch your updates on double time. That’s environment friendly!
Bear in mind the Three C’s of Distant Gross sales Staff Administration
Managing a distant gross sales workforce is a giant problem. However video might help you thru onboarding, coaching, teaching, and past.
Together with video, we advocate the “three C’s” to information alignment and long-term success for a rising gross sales workforce: Readability, communication, and collaboration. So long as you retain these C’s in thoughts (and make video a key a part of your workforce engagement!), you’ll be capable of provide your distant workforce the help it wants to realize success.
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