Struggling to help your distant gross sales group? Get our ideas for utilizing video to onboard, coach, prepare, and talk along with your distant reps.
Managing a rising distant gross sales group is stuffed with challenges. How do you make certain everybody works from the identical playbook, stays aligned as your group expands, and retains updated on adjustments?
You should utilize video for extra than simply reaching out to prospects. It’s additionally your #1 instrument for supporting and fascinating your distant gross sales group. Regardless of the place they’re, a fast video can present the steerage they should succeed…with out you needing to kind up a 500-word e mail.
Observe: We’re not speaking about video calls. We imply “asynchronous” video—a.okay.a. a video that you just document forward of time, then ship out. Your group can watch it once they’re prepared. It’s a implausible match for any schedule, whether or not a rep is caught in a gross sales name or working in a time zone midway world wide.
On this information, we’ll present actionable ideas for utilizing video to guide your group. Right here’s what we’ll cowl:
- Onboarding: Easy methods to use video to offer every thing your group must know from day one.
- Teaching: Easy methods to use video to be one of the best useful resource on your group, even when your time is stretched.
- Coaching: Easy methods to use video to assist your group consistently be taught and enhance.
- Communication: Easy methods 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. Obtain Information - Contents
- 1. Onboarding Your Distant Gross sales Crew
- 1.1 Firm Onboarding Movies
- 1.2 Get Set Up on the Tech Stack
- 1.3 FAQ Movies
- 2. Coaching Your Distant Gross sales Crew
- 2.1 Apply Pitching
- 2.2 Buyer Tales
- 2.3 Troubleshooting
- 3. Teaching Your Distant Gross sales Crew
- 3.1 Test-Ins
- 3.2 Instantaneous Replays
- 3.3 Course Correction
- 4. Communication with Your Distant Gross sales Crew
- 4.1 Downside Fixing
- 4.2 Messaging and Positioning
- 4.3 Updates
- 5. Bear in mind the Three C’s of Distant Gross sales Crew Administration
Onboarding Your Distant Gross sales Crew
So your group is rising, and it’s worthwhile to get them in control—quick! Don’t panic. Even when they’re not working the identical constructing/metropolis/hemisphere as you’re, video is a good way to deliver 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 doable with a self-guided sequence of movies organized into an eLearning module or playlist.
Get Set Up on the Tech Stack
Display screen recording movies are a good way to display how one can rise up and operating with software program instruments. The flexibility to pause and rewatch is a present to any learner.
With Vidyard’s video platform, you may see what sections of the movies your group is watching (and rewatching). You’ll know the place they’re struggling so you may 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 may retailer them in a video library or video hub for anytime entry.
Get your group to document 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 group to assist one another out!
Uncover how one can make distant gross sales onboarding a snap with the proper instruments and program. Learn the Information Coaching Your Distant Gross sales Crew
Each gross sales group must constantly be taught and enhance…however your group’s distant nature can get in the best way. Video knocks down these blockers by delivering gross sales training in a handy, consumable format. Listed here are a number of concepts for coaching your group utilizing video.
Apply Pitching
When messaging adjustments, ask your group to document elevator pitch movies so that you can overview. Have them repeat the messaging in several 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 group document buyer tales to apply getting comfy along with your worth prop. You can provide suggestions on their supply, and so they can leverage accomplished movies of their cadences.
Troubleshooting
It may be simpler (for everybody) in case your group members create fast display document movies of queries once they’re caught. That manner you may see precisely what’s occurring, and reply again with your individual display recording of the answer. Add it to a useful resource library or video hub for future reference.
Make the most of your group’s hive thoughts and make it a finest apply to drop questions into a gaggle Slack channel or chat. Questions will likely be answered extra shortly and everybody will be capable of see the response. If anybody creates a video reply to a query, you may add it to your (rising) library of inside sources.
Equip your group with the abilities and confidence they should dominate digital promoting. Learn the Information Teaching Your Distant Gross sales Crew
With so many direct studies, 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 individual pace.
Test-Ins
Video is the following smartest thing to being in individual, so use it to remain linked to your group—whether or not they’re distant or on web site. You’ll be able to document fast movies to offer updates or keep in contact. (However generally you do want to attach in actual time. For these cases, video conferencing instruments are your finest guess.)
Instantaneous Replays
Document video to help every step of your gross sales cycle. From prospecting and discovery calls to micro-demos and hand-offs, video may also help with deal development. Evaluate your group’s recordings regularly to offer suggestions on issues like physique language and speak tracks.
Course Correction
Maintain a library of gold commonplace movies on your group to overview 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 you’ll want to replace your gold commonplace movies as your objectives change and techniques evolve—and every time somebody actually knocks it out of the park with a contemporary new concept.
Communication with Your Distant Gross sales Crew
Your group 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 linked along with your reps. Listed here are our high concepts for utilizing video to maintain communication channels open along with your distant group.
Downside Fixing
When challenges come up, you’ll want 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 seize of a technical repair, add them to your library for future use.
Messaging and Positioning
When issues transfer shortly, it’s essential to offer readability. Talk new messaging, positioning, or product updates through video to obviously articulate key data like the worth proposition. Make the movies accessible on demand for fast refreshers earlier than calls and conferences.
Updates
As an alternative of time-sucking conferences or prolonged emails, talk essential however in-depth data like pipeline and quota updates utilizing video. Get extra engagement whereas giving your group the liberty to observe at a handy time. You too can monitor who’s watching to maintain individuals accountable.
Vidyard provides pace controls so you may watch your updates on double time. That’s environment friendly!
Bear in mind the Three C’s of Distant Gross sales Crew Administration
Managing a distant gross sales group is an enormous problem. However video may also help you thru onboarding, coaching, teaching, and past.
Along with video, we suggest the “three C’s” to information alignment and long-term success for a rising gross sales group: Readability, communication, and collaboration. So long as you retain these C’s in thoughts (and make video a key a part of your group engagement!), you’ll be capable of supply your distant group the help it wants to attain success.
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