The term “Sales Force Acceleration” was definitely coined by a sales person, and at some point was meant to sell something, to someone, somewhere… Despite its suggested buzzword origins the term actually means something of value. Sales teams are the hunters and providers of an organization. Without an educated and motivated sales team companies cannot sustain themselves let alone grow. To “accelerate” a sales team you need to do more than simply educate them, you need to motivate them to ensure they understand the full message.
With travel budgets being slashed organizations know that the opportunity to address their sales force in person may only come once or twice a year while campaigns continue to change on a quarterly bases. To succeed savvy organizations have learned supplement physical meetings with Virtual Event technology to deliver effective sales training and sales acceleration without yanking sales reps from their territories for in person events.
In October, SN was selected by ITCAN to launch a new marketing initiative for their 300+ sales reps across Canada. Presenting the content virtually was new to the organization so they needed to ensure that the delivery mimicked or improved upon the past conventional face to face training sessions. The event included a number of professional services wrapped into 5 custom webcast events which were broadcast during one Friday afternoon to all 5 regional sales teams.
The Streaming Network provided:
- Pre-Production of video assets to be used as accents to each presentation
- Production of a custom branded presentation PPT
- Agenda Design and Speaker Training
- End user and speaker support during the 5 live broadcasts
SN improved on the traditional format by making presentations available for on-demand viewing following the event. According to recent research from the IDC Sales Advisory Service, salespeople spend 7 hours or more a week looking for information to help them prepare for sales calls (usually without success!). 50% of the information needed by the sales organization is pushed through email and only 10% of the information is made available in a self serving format. Sales reps often end up spending too much time searching for information about prospects and customers rather than engaging in true call prep activities. IDC calculates that saving a single enterprise rep 60 minutes of prep time per week can result in additional revenue generation of $300,000 or more per rep!
What if every sales training session was available online in a dynamic virtual way? What if your National Sales Meeting was archived in an easy to use and engaging online experience?
The result of SN’s work for ITCAN was a motivated sales force who embraced the given message and demanded that a well done virtual event become the new gold standard for Sales Force training events!
That, my friends, is what you call “Sales Force Acceleration”.