Within a few days of launch, we held a live, online training class for the entire team. The Reps learned why video is here to stay, how to incorporate video strategically into their sales process, and a number of valuable tips and tricks about how to be effective in the moment during a live video sales call. This session blended strategic and tactical advice into a compelling hour of instruction.

Right after the class, the Reps were provided with access to our Online Learning Materials. This five module content library provides highly detailed information about video selling strategies and tactics. Specific topics covered include a Program Introduction, Why Video Matters, Your Environment, Communication Skills, Video Call Strategies, and a Simulation Guide.

Each Rep then had a 30 minute one-on-one coaching session. We helped them understand the technology, learn to troubleshoot, position their camera, set up lighting, and configure their background. Most important, we give them the opportunity to ask questions and build their confidence.

Once their coaching session was over, the Reps were tasked with having a live, simulated, video-based sales conversation. The simulation looked, sounded, and felt just like the real thing. Were they able to manage their technology effectively? Did they have the ability to troubleshoot for the prospect if they were having issues? Did they screen share properly? Did they manage their time efficiently? How was their environment? Did they get flustered if things went off track? These are the kinds of skills we helped the team develop in a very realistic training exercise.

Finally, we reviewed the video of their sessions and compiled feedback and comments. We scheduled 30 minutes with each Rep, individually, to walk them through the feedback and address any questions or concerns they may have. We also compiled our findings into an "Insights and Recommendations" report that was delivered to senior company and sales leadership. This report summarized our suggested next steps. For instance, one team member discovered that he was working with older technology that wasn't able to handle video reliably. We recommended that management survey the team to see if any other upgrades were required. We also suggested they adopt standardized, branded physical backgrounds for each of their Reps to use during sales presentations.