In 2005, Viddler created interactive video technology that enabled children to really engage with video. When the video character asked “where’s my lunchbox?”, the child watching could click the video on the missing lunchbox and the character would say “thank you!” As the video continued to play, various interactions, assessments really, were presented the the child. “What did you have for breakfast?” the video character asked. The child could drag and drop their breakfast items, complete with audio shout outs, onto the breakfast plate: banana, milk, toast.
Ten years later, Viddler is producing technology that promotes a workflow for interactive learning. To move sales beyond static analytics of stagnant spreadsheets and reports, to interactive evaluations. It supplements (or replaces!) the physical ride-along, where new sales reps practice on prospects. It’s also a virtual “sales gym,” where new salespeople “workout” repeat and focus on a specific skill. Statistics show learning-by-doing is the best way to master a skill. Sales skills mastery is a concise, repetitive process: learn, watch a great example, practice yourself, practice again, review—and repeat.
The ultimate measure of a sales force’s improvement in terms of sales training ROI is increased sales. But how do you prove that? What is it you are evaluating? For a salesperson, their schtick is what is going to help them sell. Confident, consistent, messaging; controlling the conversation, handling the objections, and closing the sale. There’s a plethora of good online sales training content available—from training experts or from your internal organization. The key is to deliver that content in bite-sized lessons, followed by real world examples—the ideal delivery in content and expression.
But the key component is committed practice. Being able to iterate, and see and hear the improvements with each attempt, giving sales people the confidence they need. What better analytics than to see and hear yourself improve over time? To go from an unsure, hesitant response while reading a script to a confident, concise response internalized and spoken in a confident, authoritative voice. As our sales rep Bernie Selvey stated, “In 15 minutes I practiced 7-8 iterations and could hear myself improving.”
Like any good workout, it takes practice and repetition to see improvement. But the improvement is something the sales team (rep, peers, and manager) can see and hear: real, measurable results that go way beyond the static sales reports.
The way to more successful sales efforts on the team is to emulate what the top performers are doing, break it down into learnable “chunks,” and to practice, practice, practice. In a world where time and face-to-face opportunities are scarce, an interactive video enabled workflow is the best way to do all three.