Many businesses take advantage of remote sales teams to decrease travel overhead and target localized sales activity where it counts. Yet there are still some challenges facing remote teams; the top three being inconsistent training, a lack of collaboration, and feelings of disconnect. Fortunately, you can address all of these issues with online video – so let’s explore how videos can deliver a boost to much more than your marketing!
Use Video To Deliver Training You Can Track
As mentioned, a lot of businesses often struggle with issuing consistent, department-wide training when dealing with remote teams working on different schedules. Video can help with corporate sales training as it’s quick to consume, can be broken into modules to support retention, it’s compelling to watch, and employers can now track whether employees are actually engaging with the content. Video viewing history shows if a video or a series of videos was watched to completion, ultimately helping you determine when an employee’s training is complete. Just as a video can be a sales rep that never sleeps once made available on your website, a video can also serve as your 24/7 sales professor reinforcing the skills you value.
Use Video To Improve Lines of Communication
Along with training, video opens up a collaborative communications channel. Without a regional office or headquarters for sales reps to gather and exchange info regularly, there can be a lack of collaboration and consistency among team members. Luckily, the next best thing to a physical space for idea exchange is an online forum to discuss deals, prospects, and new offerings. A secure video hub can be a great resource for remote sales teams because they can watch or even upload videos to communicate in engaging ways. Your organization can create a central video hub featuring demos, tutorials, FAQs, and you can encourage sales reps to post updates to the hub too. Because sales teams need to move quickly, a video hub comes in handy as team members are able to watch a ton of clips in a short visit and walk away with consistent, verified information. Context closes a lot of deals and it’s amazing what information your teams collect once you open up the lines of communication.
Connect Video Engagement Data with Your CRM
Beyond creating a hub for sales enablement and collaboration, you can also integrate video with your CRM. If you’re using Salesforce for example, your sales reps can now securely share the company’s latest video assets through Salesforce Chatter. What’s more is that, if using the newly announced Salesforce1 for mobile, they can also share videos on their phones which is perfect for sales teams on the go. After sharing videos, reps are able to see how much content the audience (internal or external) has consumed with associated video engagement data right within the Salesforce interface. The benefits here are two-fold. First, your sales teams will have extremely persuasive video resources at their fingertips (a great video is the equivalent to being able to sell in person!), and second, your reps will not only be able to send videos, but they’ll also be able to start scoring prospects based on how much content they’ve watched. The more content a lead has watched, the higher their lead score.
Use Video To Eliminate Feelings of Disconnect
Finally, a remote salesperson can often feel isolated or cut off from a collective team. In this case, video can be a great way to boost moral and establish an emotional connection. Video assets can help managers share timely, motivational messages with their teams; a manager can set team objectives or call out top performing team members in a funny weekly video to all reps, for instance. Additionally, with the help of a video marketing platform, you can setup a means of collecting user-generated content so team members can share their own messages with the team. This puts a face to every team member who participates and the collaboration certainly helps sales reps from feeling disconnected as they have more opportunities to interact. A video can be much more effective than text in a remote team scenario, so consider asking your sales reps to contribute their one-minute team introduction or sales-week summary in a video.
Online video goes well beyond marketing alone, and I hope these examples have given you an idea of the possibilities you can bring to your remote sales teams. Whether it’s providing an online forum for collaboration, connecting your videos to your CRM, or delivering quality training for professional development, you can collect more context than ever and that’s the key for closing more deals.