Sales success stories are valuable learning tools for the rest of the team.
Sales people value the real life experience of a peer over the marketing department or the sales manager. Often, sales wins are as a result of a combination of strategies, tools, and messaging from the sales and marketing leaders, and reps want to hear what’s working for others. Getting sales reps to share their sales success stories in your sales team interactions is a great way to evangelize sales best practices.
There are many forms that these success stories can be shared to other sales team members. Here are 5 common methods.
The most obvious place to share sales success stories is at your regular team meeting. In fact, having at least one sales success each meeting would be the best practice. The downside to this method is that the message is likely to be forgotten within days of being shared. If you have a large sales organization with multiple teams, sales success stories will not reach every team member.
The sales huddle is not a new tool, but it is not used as often by organizations as a team meeting. A sales huddle could take place each day and last 5 to 10 minutes total and can yield in great results. The Canadian company 1-800 Got Junk used sales huddles as a key tool to help grow their company into a $105 million revenue business. Sales huddles could include reps from multiple geographies on the phone because huddles are short in nature and regularly scheduled.
It also allows a sales success story to be shared daily. While stories shared at sales huddles may be reach a wider audience than at a sales meeting, these stories could also be easily forgotten a few days after the huddle. A sales rep may also not need the learnings from the story until the later when they come across a similar situation with a customer or prospect.
Many companies still have annual sales kick off meetings. Although this number is declining because organizations looking to save money have started to adopt digital solutions that allow for on-demand learning or sharing.
This information could be broadcast as part of a kick-off, either in person or virtually. That information could be stored on the company internal portal for reps to access in the future. This is an impactful way to share sales success stories, but because of the cost and time needed to produce the content, it may not be timely. Also, once the material is stored, it would be up to the rep or the sales manager to find and share it at the right time.
One of the most exciting and powerful developments with sales rep training is peer-to-peer video. The growth of these videos has been driven by the increasing quality of mobile phone cameras, internet/mobile speeds, and easy-to-use video tools like Skype.
For example, Sales for Life, a social selling training company, use videos frequently with their clients to highlight sales success stories with social selling. Videos can be very impactful and it is easy today to shoot and post. If your sales team decides to use peer-to-peer videos, you also need a location for videos to be posted that is easily accessible and can be easily found when it’s needed.
Sales enablement is the best way to use success stories to support sales training. This approach ensures salespeople can learn from the sales success stories that are applicable to their sales situation. Video is a great content format for sharing these stories and a sales enablement solution allows the content to be efficiently distributed at the right time and to the right person.
There are many ways to share sales success stories among your sales team. Successful sales organizations should use multiple methods to reinforce the learnings from the sales stories. If you would like to learn more about how the LevelJump sales enablement tool can help boost your sales productivity, request a free demo here.
Spencer is the product marketing manager at LevelJump. He comes from the world of content and loves helping B2B SaaS companies find exactly the right people who love a product, and figuring out exactly how to tell that product story so it resonates and compels action. You can find him on LinkedIn.