It’s a problem as old as sales itself: how do you get what is in the head of your ‘A’ sellers into the heads (and actions) of your ‘B’ and ‘C’ players?
When the Q4 crunch bears down and your salespeople need to close deals, who do you think they’re turning to for guidance?
More often than not, it’s their peers who serve as go-to sources of sales advice. In fact, ATD found that 91% of sales reps believe peer learning helps them succeed. Forrester Research, meanwhile, reports that 99% of millennials prefer sharing knowledge with peers at work.
This should come as no surprise. Your ‘B’ and ‘C’ players can learn a lot from the habits of your star salespeople, and they may feel safer engaging a colleague over a manager. But when high-performers or veterans exit a company – and take their institutional knowledge with them – it can leave the remaining sales force high and dry in the peer learning department.
Enter video coaching technology, which allows companies to document sales best practices and share them with the entire organization (among several other use cases). Let’s start with specifics and explore how these solutions support effective peer learning strategies.
What are the Peer Learning Benefits of Video Coaching Tools?
When it comes to peer learning, there are three main challenges that a video coaching tool can address:
- Making it super easy for salespeople to share their best practices
- Converting peer knowledge into formal training content
- Tagging, managing and measuring that newly-created training material so it’s accessible in times of need
How Are These Peer Learning Benefits Delivered?
At a basic level, the mechanics of video coaching are simple:
- A video coaching activity is assigned to a sales rep (example: “Show us your best elevator pitch”)
- The rep records a response via video, and submits it for review
- The video is reviewed, and feedback and/or a score is provided to improve performance
If a salesperson has just closed a pivotal deal for the company, for example, the sales manager could assign an unscored coaching activity prompting that rep to explain how he or she won the business. The rep would then detail specific steps that lead to their success in a video recording – taken via desktop or a mobile device – that gives the rest of your team an example of what “good” looks like.
Once the peer learning video has been submitted, transforming it into formal training content can be as simple as adding text, visuals and relevant file attachments.
Doubting the value of these videos? According to SiriusDecisions, high-performing sales reps counted success stories and video examples of talk tracks among their 5 most impactful learning resources.
How Else Can Video Coaching Help Your Sales Team?
In addition to its peer learning benefits, video coaching can support sales team readiness in several key areas – from new hire onboarding and sales pitch practice to teamwide and one-on-one coaching activities.
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