A Case For Training Videos
- by Elay Cohen
- April 18, 2016
SalesHood - Sales Enablement Platform
Steve Jobs democratized creativity and communications in our personal lives. He turned us into prolific artists sharing ideas, pictures, and videos with our friends. Facebook is now talking about a future of video virtual reality. I wonder, with video and mobile being so accessible, why aren’t we using video more in our business lives? Video is personal. Video is impactful. Video is cost effective. Video is everywhere. I believe, there’s a cultural and leadership hurdle we need to get over to make video communications the norm versus the exception.
Why aren’t we always communicating with our teams using video?
Why aren’t we always updating our teams using video?
Why aren’t we always training our teams using video?
Why don’t we use video all the time at work?
Video won’t replace face-to-face meetings. We’ll never remove the need for real human interaction. Video technologies will help us prioritize agendas and be more judicious about time and resources. Here’s a list of ways to justify making video a bigger priority in our corporate communications and training: #1 T&E Costs: We know how much it costs to fly teams to central locations to sit through training. How often do you hear: “The event was good but most of what was covered could have been done over video.” How much money is wasted annually for travel and entertainment (T&E) expenses that could be avoided with video? #2 Corporate Training and Retention: We all know that knowledge retention from webinars, offsites, or conferences is very low. Video is the way to improve knowledge retention and best practice sharing by serving up short, accessible videos on-demand for teams to watch and review on their own time. #3 Tribal Knowledge Sharing: Video is the only way to scale peer-to-peer best practice sharing. Silos come down with corporate video storytelling. Video becomes the ultimate in capturing and cross-polinating ideas and feedback from virtual and distributed teams. #4 Speed: Go-to-market faster. Product launches are usually very well planned out when it comes to external communications. Websites are updated. Press and analysts are briefed. Customers are briefed too. Though, internal communications tends to fall short of expectations. Video is the way for product owners to get internal and external teams up to speed fast on new product releases, campaigns, and launches. #5 Culture: With tens of thousands of videos recorded by sales teams over the past few months, I’m privileged to witness culture grow and evolve. Watching CEOs ask questions and inviting teams to respond in heart-felt, sincere sixty second shorts is priceless. Corporate tone and values are set top down, culture is nurtured bottom up. Video bridges the two by creating community. #6 Leadership Sincerity and Intent: For leaders, especially CEOS, before sending an email broadcast, think about sending a video message. Video is personal and emotive. Video based communications builds relationships between leadership and employees at every level. People follow leaders who look them in the eye and speak from the heart. Video helps makes this happen at scale. #7 Metrics: Know who is consuming your videos. It’s important to know what content is being consumed by who and what content isn’t valued. The power of video is we can know who watched our videos and for how long. The analytics is there to answer these questions in real-time. The next time you’re rolling out a product training or sending out an email broadcast or flying teams around for a kickoff event, ask yourself: What can we do with video first? How much can we save with video? How much more can we know with video? It’s somewhat ironic that you’re reading a message about the case for video in text. I’ve recorded this video selfie to experience the message on video versus just text. I recorded the video using my iPhone. What do you think? What’s your next video message going to be? How are you going to change the way you communicate and train your teams using video? How are you going to turn video into culture and revenue?
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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