Once you have convinced your team to use sales videos for outreach it is up to you to make sure everyone uses the video and succeeds with it with a video rollout plan.
Video for sales outreach has helped increase response rates by more than 70% of sales reps. It’s great if one sales rep uses video to prospect for sales. Imagine your team embracing video. An organized team will be able target accounts holistically starting at the top of the funnel using personalized videos, marketing video and educational videos.
To successfully incorporate video into your marketing and sales strategy, you will need to develop a detailed plan for sales rollout, launch it, measure it and include feedback.
Contents1.Create Your Video for Sales Rollout Plan1.1Identify the Teams That Will Drive Adoption1.2Identify One or Two Initial Use Cases for Sales Videos in Your Rollout Plan1.3Set Organizational Expectations1.4Leave Time for Learning and Experimentation1.5Create Channels for Feedback1.6Identify Major Milestones in the Rollout Plan2.Resources for Sales Reps to Get Started with Video for Sales3.Want to Build a Video-First Sales Culture?4.Practice Until Video for Sales Becomes Second Nature5.Time to Get Your Video for Sales Rollout Plan Started
Make a video for your sales rollout plan
A sales rollout plan is a key part of launching new tools to the team. Video is no exception.
Identify the Adoption-Driven Teams
You should start by listing the roles that will be using video for sales. This includes sales reps and managers. Then, list secondary roles that will be required.
Others roles and teams that will be required to participate include:
IT Support: A contact for integration who will integrate the video platform with the CRM and marketing platform. Marketing Support: The team will design and create branded sharing pages, CTAs and starter video content that reps can share
Find willing people in your group to be champions and leaders.
Learn from the pros
It can be difficult to successfully deploy new SalesTech across your entire team. It doesn’t matter how great the tech is, if the reps aren’t open to it and don’t see immediate success, adoption will fall flat and results won’t be achieved. Chili Piper, Corporate Traveler and PatientPop are some of the leaders in sales enablement. They share their secrets and tips to help you get your sales team on board with new technology.
Identify One or Two Initial Use Cases for Sales Videos in Your Rollout Plan
Video is versatile, but don’t overwhelm your team. Select one or two video selling use cases to start with, such as prospecting or proposal review, and the formats that suit them, such as webcam and screen share recordings.
Start with these, then scale up once they’re successful.
HubSpot’s Tips for Rolling Video Out to a Global Sales Org
Morgan Jacobson, Principal Manager of Sales Strategy and Systems at HubSpot, shared a few tips about driving video adoption in a team spread across five continents.
Video can be useful for both prospecting and deal progression. Map out your typical sales process and then map out the type of videos you may use and embed them at the right points in the buyer’s journey.Create evergreen content. These are videos you’ll be able to use over and over again.Demo the use of video to your sales team in three acts: 1) Why use video; 2) How to use video; and 3) The results they can achieve using video.
Learn more about the process Morgan used to implement video at HubSpot in this case study.
Set Organizational Expectations
Set a goal for the number of videos you expect reps to send each week. Start slow and account for some ramp-up time to allow reps to grow comfortable using video. If your organization uses a points system for tracking rep activity, assign points to creating videos and give them more weight during the rollout.
Leave Time for Learning and Experimentation
Adopting a new practice may create a temporary dip in reps’ productivity, and your plan should account for that. If reps are expected to make 50 calls per day, they can’t keep that up and do a good job of learning video.
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For feedback, create channels
Managers and reps can provide feedback about the video program and rollout. This could be as simple or as complicated as a Google Doc shared with the team.
Identify the Major Milestones of the Rollout Plan
You should set expectations about how much video your team will create and the impact it should have within the first 30 days, six month, one year and beyond.
These milestones can be used as check-ins for deciding whether or not to scale up your video programs. As the team adopts video successfully, you can increase the number and types of video use cases as well as the number of teams that use video and the expected number of reps using video.
It has been all about combining science and art in sales. This is something you should keep in mind when adding video to your modern selling tools. Your formula should include the following: What types of videos you want to create, when they can be used during sales, and best practices regarding video formats, length and thumbnail images. On the other hand, your artistic side will allow you to express your creativity and personality. Science, Art and Modern Selling = More Revenue
Trish BertuzziBridge GroupFounder & CEO
Resources for Sales Reps: Get Started With Video for Sales
Your chances of getting your reps to use video are better if they find it easy to get started.
These are some things that you might consider giving to your team to help with your video rollout.
Sample Messaging: Get involved with the leadership team and marketing to create video scripts or templates that meet buyers’ needs.
Email templates and sales video scripts
You can create videos that sell. Download now to get email templates and video scripts that work.
Record Examples Videos: Top reps should record what the ideal sales video should look like and sound like. Check out these great examples from Vidyard.
Record demos of how to use the video tool: Don’t leave any room for ambiguity. Walk through steps using your preferred recording tool and platform.
Make a weekly tracking log to track each rep’s activity goals. Follow your video rollout plan, and ensure that every manager helps reps reach their goals. Qualitative feedback is essential to assess how things are going.
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Do you want to create a video-first sales culture?
Teams have adopted video as a sales tool and are able to rely on it throughout the entire buying process. You should use these steps to establish the foundation for video excellence within your sales organization:
Encourage discussion and feedbackDocument video best practicesCoordinate collaborations and training sessionsRequest feedback to gauge satisfactionCreate and share a library with best practice videos for inspirationLearn how to succeed together
The Pocket Guide to Video Enablement
Get the Guide to help your team crush their quotas.
You can practice until video for sales becomes second nature
It can be difficult for reps to see themselves on camera, but it is no different from cold calling. It becomes second nature and they become accustomed to it.
Remind reps that it is not the goal to record perfect videos but to achieve results. Allow them to record each video for two to three times, then send it off and continue.
Over-preparation can be dangerous. Your reps may seem scripted or disingenuous if they sound robotic. It is better to be imperfect but relatable and real than scripted.
It’s time to get your Video for Sales Rollout plan started
You have it! This is everything you need to get your company ready for video sales. You’ll notice a shift in the way prospects respond to you once your team has started recording.
Because they see and hear your sales reps’ faces, prospects will feel more connected and familiar with them. Reps will make prospects feel valued and help them move through the sales process.
Sales teams have an immediate advantage with video.
Do you want to see more closed deals, conversions and responses? Explore the possibilities of asynchronous video conferencing. It will be a blessing for your team and your quota.
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This article was first published January 23, 2019. This post was last updated January 12, 2022.
How to make a successful sales rollout plan with video