Video Conference Sales Training Tips
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I have been asked many questions about the integration of technology into sales, as many sales management teams struggle with how to incorporate the latest advances into their training and operational methods and practices.
There are certain situations that are going to necessitate seeking alternatives to the traditional way of operating, as representatives may be on the road for extended periods of time.
There are going to be times when a sales management team is going to have to conduct its training exercises via video conferencing. Although this method is one of the many benefits of modern technology, there are limitations to using this alternative.
A sales management team has to adjust their usual training methods when using a video conferencing tool, as the lack of a physical presence in the room is something that plays a bigger role than one would generally assume.
The technology has to be tested prior to the training, as a lot of time can be wasted in determining the exact channel for representatives to get on, and problems can emerge with people who are out in the field travelling. They must ensure that internet access in their location is constant and their software is compatible and running smoothly.
A sales management team needs to condense their original, in person training, as making it too long can detract from its retention and overall effectiveness. Managers have to realize that the attention level that salespeople have towards an actual person is going to be different than one who is miles away behind a computer.
Managers have to keep the sales training highly interactive, and use a lot of polling and reactionary teaching. There has to be a constant level of back and forth discourse in order to keep everyone interested and operating on the highest level.
Representatives have a hard enough time paying attention during a normal sales training session, as many of these individuals will be focused on using what they already know to find and foster new clients. This makes training via video conferencing all the more difficult for managers, but still as necessary as doing it in person.
You need to solicit feedback in order to keep people engaged. There is only so much that someone can take in from listening to someone via video conferencing, and you have to make sure that you are being as engaging as possible. Asking questions can be one of the best ways to teach when not in the same room, as their answers will keep them on their toes and accountable for what you are saying.
Every couple of minutes, you need to be doing something interactive with people or they will check out. Chunk your information into small bits so they don't have long extended periods where they are sitting and listening. Although taking notes can help to keep people interested, representatives are used to being social and engaging.
Video is very cool medium and you have to be far more animated in video than when in the room with representatives. There is a special dynamic that exists when you are in front of people as compared to on a screen.
There is an effect that makes you seem cool and collected on video, much less dynamic, and you need to overcompensate by acting in a certain manner to keep a high level of energy present.
Be more highly animated than you normally would be. If you feel like you are right on the edge of being foolish and acting outgoing and animated, lean towards the foolish side and this is exactly where you want to be on video conferences.
People just can't handle using a video for an extended length of time. I generally wouldn't do anything more than an hour using this technology.
