We all know that a pitch-perfect presentation takes practice—but how you’re practicing your pitch makes all the difference. If you’re not already using video practice in your sales enablement strategy, you’re missing out on innovative and efficient coaching opportunities. Sales enablement technology can reduce expenses and boost sales by offering effective, on-demand support for your sales team.
More than ever, video practice is the most convenient way for your salesforce to practice their pitch and receive timely feedback. Perfecting a pitch is actually a two-step process: practice, get feedback, repeat. Not only does video practice encourage reps to start recording and reviewing their presentations, it makes it easy for feedback to become a routine part of their preparation process. The result? Your sales team is constantly learning, growing, and finding new ways to level up.
Video practice is a powerful tool for preparing your salesforce for success. Let’s take a look at three ways that video leads to a better pitch.
A successful pitch is all about the delivery—a confident, strategic presentation convinces clients you’re capable and helps close the deal. That means that every salesperson, even the most seasoned professional, should get their pitch in front of as many people as possible.
Video practice makes it easy to record and share your pitch and receive 360-degree feedback on its content, structure, and delivery. With the right sales enablement technology, you’ll be able to easily upload and share videos and receive feedback and coaching all on one platform. That way, you can gather feedback from multiple perspectives. Share the video with your peers, remote employees, and experts in other departments to gather input to improve your pitch and delivery.
Effective feedback is all about closing the gap between current performance and desired performance, and current knowledge and desired knowledge. That means feedback should enable learning by explicitly stating or showing what the coachee needs in order to make progress. Video practice creates a platform for those conversations to happen in an actionable way—sales reps can immediately act on feedback and implement the strategies and adjustments their coaches suggest. With enough practice, they’ll start to learn to self-correct and make improvements on their own.
Remember: your pitch can have the best content out there and still fail. Delivery is everything—if your presentation comes off as cold, robotic, or uncertain, potential customers are likely to move on. Your customers are looking for genuine communication that goes beyond a sales deck. Video practice helps you take your presenting skills to the next level and identify areas where your communication falls flat. Upload your video and work with your coach to get feedback on everything from your pacing and annunciation to the gestures you use to drive home key points.
Self-Review and Reflection
It’s time to upgrade from reciting your pitch to the mirror on the wall (but the occasional mirror pep talk never hurts!). Across industries, recording and reviewing your performance is one of the best ways to objectively identify problem areas and make improvements. Make video practice available to your salesforce by picking a sales enablement platform that offers video practice and coaching. Whether reps want to practice independently or participate in role-play scenarios, making video practice easy and accessible creates more opportunity for on-demand learning.
When a sales rep routinely practices and reviews their pitch, they become an expert, not just a salesperson. An expert knows the story of their pitch inside and out, freeing up their attention to listen to the customer in real-time and genuinely engage with their questions. When you know your pitch like the back of your hand (and you’re truly comfortable delivering it!), you can give your customer the full attention and communication they crave.
The modern sales coaching experience is all about on-demand micro-learning. Video practice enriches sales learning by cultivating a culture of feedback that puts sales reps in the front seat. When your salesforce has the tools they need to facilitate their own growth, they’re empowered to learn from one another and solicit feedback when they need it most.
Even for the most experienced sales rep, video practice is a vulnerable endeavor—it’s important to offer privacy and control over who views their content. With video practice, sales reps can control what they share and who they share it with. Role-playing scenarios can be public or private, and their pitch video can be shared with one peer or the entire team. When they do decide to share a video, they’re able to discuss it with peers and mentors in a secured setting.
Likewise, sales coaches have many ways to provide feedback. They can watch the video and provide in-person feedback, leave feedback on the video through the host platform, or record their own response video demonstrating tips for improvement. Pro tip: use a sales enablement and training platform so that reps can easily store videos, track progress, and revisit feedback anytime, anywhere.
Remember that video practice doesn’t have to be a one-to-one interaction. You can amplify learning to others in the organization by recording and sharing practice videos for training purposes. Coaches can record role-playing scenarios or their own pitches and share the video widely to demonstrate the ideal selling scenario to reps who are still learning. It’s an easy, efficient way to leverage social learning to help the team familiarize themselves with new pitches or learn common customer questions.