Using Video to Improve Sales Success



By Mark Magnacca


The most common challenge I hear from national sales managers is that they spend a fortune on live training events such as national sales meetings, yet their reps’ retention of new corporate and product information is almost nonexistent just weeks later. Sound familiar?  

Traditional sales training methods – online certifications, boot camps, and event-based training programs – are fundamentally broken because sales reps don’t absorb and retain the key information and skills that will enable them to be competitive in today’s buyer-driven discussions. In the digital era, sales teams simply can’t maximize their learning and retention of information when they’re flown into an annual sales conference in Florida or Las Vegas, filed into a conference room, and pumped full of content they won’t use right away. Additionally, sales teams are finding it difficult to collaborate and access crucial information when and where they need it – whether that’s on the road; in an airport, hotel, conference room; or at home base in the office.

Allego provides an easier, more effective way to train reps and allow them to share best practices with one another in the field at the exact time they need it most. Our just-in-time sales learning platform leverages the power of mobile devices – which most sales reps rely on every day at work and for personal use – to allow teams to collaborate and share short videos just as easily as sending a text or email.   

If you made it to Philadelphia for the Sales 2.0 Leadership Conference last month, you may have heard my presentation, “Using Video to Completely Transform Sales Enablement and Training,” with Allego customer Kate Santoriello, global sales training manager from Medtronic. Kate gave an overview of how approximately 300 users throughout her organization are using video to share and learn from one another’s best ideas.  

At Medtronic, the team was faced with the challenge of how to capture the best practices in the field and how to accelerate sharing of those best practices. They also wanted to further enable skill development and remote coaching in a just-in-time fashion. And finally, they wanted to ensure consistent and effective messages are delivered in a timely manner.

Several teams at Medtronic – global field sales, sales support, HR, marketing, compliance, and management – have embraced video to help them meet their goals. Medtronic even introduced a healthy dose of competition, encouraging reps to share videos showcasing their most creative pitches – which were informative, entertaining, and certainly memorable.

While the national sales meeting isn’t going away anytime soon, what we’ve learned from examples like Medtronic’s use of Allego is that video is a powerful tool to leverage the investment in live meetings and provide ongoing best practices while reinforcing key messages in a just-in-time fashion.

MarkMagnaccaMark Magnacca is president and co-founder of Allego. To learn more about how Allego can help your sales team capture their best ideas, master their pitch, and accelerate their performance, contact or call 781.400.5671.

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