Struggling to help your distant gross sales crew? Get our suggestions for utilizing video to onboard, coach, prepare, and talk along with your distant reps.
Managing a rising distant gross sales crew is crammed with challenges. How do you make sure that everybody works from the identical playbook, stays aligned as your crew expands, and retains updated on adjustments?
You should use video for extra than simply reaching out to prospects. It’s additionally your #1 device for supporting and fascinating your distant gross sales crew. Regardless 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 electronic mail.
Word: We’re not speaking about video calls. We imply “asynchronous” video—a.ok.a. a video that you just report forward of time, then ship out. Your crew can watch it after they’re prepared. It’s a improbable 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 suggestions for utilizing video to guide your crew. Right here’s what we’ll cowl:
- Onboarding: How you can use video to offer every thing your crew must know from day one.
- Teaching: How you can use video to be the perfect useful resource to your crew, even when your time is stretched.
- Coaching: How you can use video to assist your crew continually study and enhance.
- Communication: How you can 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 Group
- 1.1 Firm Onboarding Movies
- 1.2 Get Set Up on the Tech Stack
- 1.3 FAQ Movies
- 2. Coaching Your Distant Gross sales Group
- 2.1 Observe Pitching
- 2.2 Buyer Tales
- 2.3 Troubleshooting
- 3. Teaching Your Distant Gross sales Group
- 3.1 Examine-Ins
- 3.2 On the spot Replays
- 3.3 Course Correction
- 4. Communication with Your Distant Gross sales Group
- 4.1 Drawback Fixing
- 4.2 Messaging and Positioning
- 4.3 Updates
- 5. Keep in mind the Three C’s of Distant Gross sales Group Administration
Onboarding Your Distant Gross sales Group
So your crew is rising, and you could get them in control—quick! Don’t panic. Even when they’re not working the identical constructing/metropolis/hemisphere as you might be, video is an effective way to deliver new reps on board. Right here’s methods to 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 attainable 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 an effective way to show methods to 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’ll be able to see what sections of the movies your crew is watching (and rewatching). You’ll know the place they’re struggling so you’ll be able to 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 most typical questions.
In contrast to wordy textual content paperwork, video can simply reply difficult questions. As soon as created, you’ll be able to retailer them in a video library or video hub for anytime entry.
Get your crew to report their very own FAQ movies the subsequent time they run into an issue and have to hunt out the reply. You’ll develop your data base and encourage your crew to assist one another out!
Uncover methods to make distant gross sales onboarding a snap with the best instruments and program. Learn the Information Coaching Your Distant Gross sales Group
Each gross sales crew must constantly study and enhance…however your crew’s distant nature can get in the best way. Video knocks down these blockers by delivering gross sales schooling in a handy, consumable format. Listed here are a couple of concepts for coaching your crew utilizing video.
Observe Pitching
When messaging adjustments, ask your crew to report elevator pitch movies so that you can assessment. 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 among the strongest methods to convey any message. Have your crew report buyer tales to follow getting snug 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 crew members create fast display screen report movies of queries after they’re caught. That method you’ll be able to see precisely what’s happening, and reply again with your individual display screen recording of the answer. Add it to a useful resource library or video hub for future reference.
Reap the benefits of your crew’s hive thoughts and make it a greatest follow to drop questions into a gaggle Slack channel or chat. Questions shall be answered extra rapidly and everybody will be capable of see the response. If anybody creates a video reply to a query, you’ll be able to add it to your (rising) library of inside sources.
Equip your crew with the abilities and confidence they should dominate digital promoting. Learn the Information Teaching Your Distant Gross sales Group
With so many direct experiences, it may be onerous 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, try these methods to make use of asynchronous video to attach at your individual velocity.
Examine-Ins
Video is the subsequent neatest thing to being in particular person, so use it to remain related to your crew—whether or not they’re distant or on web site. You possibly can report fast movies to offer updates or keep in contact. (However typically you do want to attach in actual time. For these situations, video conferencing instruments are your greatest guess.)
On the spot Replays
Report video to help every step of your gross sales cycle. From prospecting and discovery calls to micro-demos and hand-offs, video can assist with deal development. Evaluate your crew’s recordings regularly to offer suggestions on issues like physique language and discuss tracks.
Course Correction
Preserve a library of gold normal movies to your crew to assessment and refer again to. Level your reps to those movies when they should modify their messaging to align with greatest practices. Use these for aggressive discuss tracks, objection dealing with, and extra.
Change could be good, so make sure you replace your gold normal movies as your targets change and methods evolve—and every time somebody actually knocks it out of the park with a recent new concept.
Communication with Your Distant Gross sales Group
Your crew must be up-to-date and on the identical web page to do their greatest work. Frequent and open communication whereas distant could seem difficult, however video makes it a lot less complicated to remain related along with your reps. Listed here are our high concepts for utilizing video to maintain communication channels open along with your distant crew.
Drawback Fixing
When challenges come up, make sure you doc your options. Whether or not it’s a fast selfie video explaining methods to deal with a tricky 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 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 obtainable 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 crew the liberty to observe at a handy time. You can even observe who’s watching to maintain individuals accountable.
Vidyard presents velocity controls so you’ll be able to watch your updates on double time. That’s environment friendly!
Keep in mind the Three C’s of Distant Gross sales Group Administration
Managing a distant gross sales crew is a giant problem. However video can assist you thru onboarding, coaching, teaching, and past.
At the side of video, we advocate the “three C’s” to information alignment and long-term success for a rising gross sales crew: Readability, communication, and collaboration. So long as you retain these C’s in thoughts (and make video a key a part of your crew engagement!), you’ll be capable of supply your distant crew the help it wants to attain success.
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