Month: August 2019

As a sales manager with over fifteen years of experience, I’ve had the privilege of onboarding and training many sales professionals, as well as implementing sales enablement initiatives at many different organizations. Because each of these hires had a different start date, the onboarding was done one person at a time.

Originally, I’d provide a one-hour session on how to use our CRM system to the new hire starting in mid-August, and then I’d give the exact same session to the person starting in early September.

Not very efficient.

Today, the availability of platforms makes it possible to do onboarding better.

If a sales enablement solution has a video creation functionality, it is easy for a sales manager to record a training session that can be done once, and used by every new hire. It’s as simple as logging in to the portal, selecting the browser displaying the CRM tool, and clicking the Record button:

With recording engaged, your training session becomes a video, with your narration taking your virtual trainees through leads, opportunities, reports, sales stages, and everything else they need to know about how to use your CRM tool effectively.

Here are some of the benefits of recording your CRM video training session:

Sales Enablement and Training Accuracy

When you train someone in person, at best they take notes and remember much of what you’ve explained. But typically, several weeks later, the notes are buried among other notes, and they’ve forgotten quite a bit of the session.

With video, all the knowledge you’ve shared is perfectly preserved, and it’s available to your team 24/7, whenever they have a need to refresh their recollection.

Intelligent Organization and Advanced Search of Sales Training Content

The best sales enablement solutions allow you to divide an hour-long video into Chapters. If someone needs to review what you said about opportunities, they can just review that Chapter, rather than trying to fast forward through the entire video.

In fact, the very best sales enablement platforms also allow salespeople to search for specific words and phrases, inside of a video:

Salespeople Prefer Online Learning

No matter how hard I tried as a manager to make sessions interactive, I know they often felt like a forced lecture to my sales team. Today, salespeople prefer self-serve learning, choosing times that fit their busy schedules that often change at a moment’s notice.

And you can still evaluate how well your team has learned. The highest-rated sales enablement portals provide feedback and rating tools, as well as reports and analytics, and even the ability to create quizzes and lessons, all of which help managers gauge the effectiveness of video training.

Make your sales training efficient, productive, and easy. Deploy a sales enablement solution that offers video recording, and reap the benefits.

Contact us today to learn more about how CircleHD can help your organization with your sales enablement goals.

Sales enablement solutions are changing the sales operation landscape. Legacy, old-school learning systems are not user-friendly, and consumer-grade solutions don’t offer important security and access controls needed by enterprises. To create and maintain a well-trained sales team, companies need to explore ways to improve their onboarding, training, and information-sharing capabilities.

Today, a best-practice sales enablement platform should provide you with the ability to upload and intelligently organize video content, and to record training videos in a few clicks.

An enablement solution should make it easy for all team members to share content with each other, and with external partners. By design, these tools should be open, collaborative, and secure.

What is Sales Enablement?

Sales enablement is the implementation of technology to make the onboarding and training of sales teams more efficient and productive. Using a modern platform will allow sales teams to sell with far more skill, and maintains all relevant sales collateral in an organized, shareable portal.

Discover the Benefits of Sales Enablement

From small businesses to Fortune 500 enterprises, sales enablement solutions help streamline the on-boarding process and speed up new-hire training. These solutions empower companies to communicate their processes and procedures and share company updates faster.

1. 24/7 Training Availability

Because sales professionals are in constant motion, it can be difficult to get the entire team together for training, updates, and reporting. By contrast, creating videos and uploading them to a central location allows team members to view training content when they can give the material their full attention.

2. Faster, Higher Quality Onboarding Of New Hires

A sales enablement platform gives you the most effective solution for efficient, high-quality training. Training new team members, one at a time, in an ad hoc manner is not efficient. Asking salespeople to read one-dimensional training documents is a low-quality learning experience when compared with videos and slide presentations that combine graphics with audio explanations.

3. Keep Company Information Current

Whether there’s a change in business operations, changes to CRM software, product updates, and pricing changes, employees should be given an overview and some training.

The most efficient way to communicate these changes is to create instructional videos that can be uploaded and shared with the entire team; that remains available 24/7, and that can be accessed through any device.

Sales Enablement Manager

The Sales Enablement Manager plays a critical role by providing dedicated support to the team’s success. This person typically has prior experience with highly-technical and complex sales in the enterprise space. They optimize the sales process, create amazing sales playbooks, manage certifications, and drive revenue campaigns. This person should be adept at working with prospects as they are with working with customers.

WHAT’S THE Difference between A Sales Enablement Manager and Sales Ops Manager?

At smaller organizations, these roles may be interchangeable. But when a company is in “growth mode”, the Sales Ops Manager carries out many of the administrative and operational tasks required to run a sales organization. By contrast, a Sales Enablement Manager may be focused on accelerating the sales team’s productivity and efficiency, implementing processes and guidelines for aligned teams.

How Can Enablement Affect Your Business?

Sales enablement is the easiest way to train your sales team and keep them up to date. Creating videos for your team to watch and reference again as needed will provide them with the best opportunity to succeed in their roles. 

Learn more about video enablement and how adding it to your sales enablement playbook will significantly improve sales team efficiency.