The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!
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Sponsored by:
ELB Learning is a one-stop shop for creating
and delivering better learning experiences.
We offer a comprehensive suite of products
and services to help you achieve your training
goals, including tools for building learning
games, VR training, eLearning courses, and
video practice, as well as an LXP/LMS.
We also offer strategy services, custom
learning development, and staff
augmentation.
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5. Today’s
Learning Goal
• How to use video simulations to help
learners practice and improve skills
• How to get buy-in to incorporate
video-based practice and coaching
into a learning program
• Discover how Artificial intelligence
and Natural Language Processing
provide learners with real-time
feedback
• Track ROI of video-based practice
10. Most Common
Challenges
• Managers stretched too thin
to properly reinforce
• Classroom-only scenarios are
“one-and-done”
• Milestone stop signs
• No practicing
• No coaching
• No feedback
12. Sales Leadership’s Hot Buttons
Least Valuable
• Classes trained
• Attendance
• Content library size
• Content built
• Evaluation scores
• Testing scores
• Certification
• Time to first sale
Most Valuable
• Change and molding of behaviors to activity
• Overall revenue $
• New business meetings held
• Units sold
• Average Sales Price
• Share of wallet
• New hire ramp speed to goal
• Pipeline predictability
• Improve quota performance
• Time to close
• Closing ratios within each sales stage
• Customer retention
• % of poor hires retrained
• % of sellers on PIPs
• Retention of top talent
18. Onboarding Recruitment Leader Coaching
MongoDB
incorporates video-
based coaching and
practice at multiple
milestones
At Edmunds, we
added video-based
scenarios to seller
candidate interviews
At Edmunds, we
spent as much time
reviewing seller
answers as reviewing
manager coaching
Main Uses of Video-based Practice + Coaching
Everboarding
MongoDB adds
video-based
coaching and
practice into nearly
every new training
21. Selling Existing
Product HTV
Hypothesis
• Assignment will lift sales on a current product
experiencing lackluster sales
Test
• Only tested 1/3 of team participated (RMs only)
• Quick eLearning to review Value Prop
• Submitted their pitches to their managers
Validate
37. Use Health Cards to Establish Seller KPIs
60-days post training
2x Increase in profiles viewed per day
100% of sellers logged on
38. Selling Existing
Product HTV
Hypothesis
• Assignment will lift sales on a current product
experiencing lackluster sales
Test
• Only tested 1/3 of team participated (RMs only)
• Quick eLearning to review Value Prop
• Submitted their pitches to their managers
Validate
• RMs +203% MoM sales increase, SEs 33%, AEs 3%
• Managers who coached experienced highest
seller sales results
• Unanticipated learning: most managers didn’t
realize that they were directing, not coaching