Reaping the Benefits of Sales Kickoffs and National Sales Meetings


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There’s no denying the fact that the world is becoming mobile-first. Today, we do everything on our phones, from checking the news to watching hours’ worth of videos on YouTube and Facebook. Now, we can even train employees using their mobile devices so they can learn while on the go.

One of the ways video can revolutionize learning and training is in the preparation and execution of national sales meetings (NSMs) and sales kickoffs (SKOs). When reps have videos right in the palms of their hands, they can access important information before, during and after the NSMs/SKOs, they’ll be set up for success.

Maximize Managers’ Time

Using video for your organization’s training process can help save time and money. For example, an article in the Harvard Business Review discusses how Pacific Life Insurance Company strategically uses video coaching during formal training situations such as NSMs to help the reps record their practice pitches and share them with the regional sales managers (RSMs). From there, the RSMs provide feedback to the reps from their mobile devices. This process not only helps reps grow and learn, but also makes the most of managers’ precious time.

In addition, at Pacific Life, each rep must make a positioning statement for a particular investment product via a five-minute video. The RSMs then distribute the best videos as examples of compelling sales presentations as a lead up to the NSM.

Don’t Miss a Training Opportunity!

Video recording is one of the most valuable things that can be done to help reps remember what is taught at an NSM or SKO – and unfortunately, many organizations miss this valuable opportunity. The benefits of recording a formal training session on an iPad or tablet outweighs the cost of the small investment. Recording not only allows for future content creation, but also provides the resources to look back and recall the tips and tricks from the meeting.

We’ve all been in meetings where there’s a presentation or role-play and someone gives a flawless answer to a sales objection. You start jotting down their answer but pause because you can’t remember what they said verbatim. In those five seconds, they toss out another gem and you miss that too. Then you end up in a spiral of trying to remember the details but can never get them completely right. It’s in those moments you may think to yourself “Wow, I wish I recorded that.”

Given how inexpensive video technology is today, it is worth it to record training sessions and have the materials on hand afterwards. It’s better to have too much content and delete what you don’t need than to completely miss out on a salesperson sharing best practices. It’s an excellent way to turn marketing and selling factoids into coherent narratives and behavioral models.

Continuous Coaching

After the NSM or SKO has ended, mobile video can continue to serve as a valuable tool for your reps and sales managers. When reps are constantly practicing the art of perfecting a pitch, it’s important that they receive ongoing coaching and feedback from sales managers through continuous feedback on their performance.

Feedback is crucial for getting people to practice the right things, to eliminate bad or outdated habits, to set priorities, and to clarify which accountabilities are “owned” by the reps versus the managers or the firm. It is also critical to helping your reps learn and helping your company succeed.

Make the Most of Video

What I’ve described here is how to use video as a supplemental learning program to boost the effectiveness of your NSMs and SKOs that is not only “just in time,” but “just for me.”

Mobile video has transformed the way sales reps learn and how managers provide feedback. Not only has training become more personalized and accessible, but coaching has become more convenient for managers. It’s never been easier for sales reps and their managers to work together, and it’s all thanks to the accessibility and use of mobile video.

A version of this post was originally published on the Allego Blog. You can read the original post here.

Mark Magnacca
Mark Magnacca is the President and co-founder of Allego, and has spent the last 15 years helping sales leaders shorten the sales cycle and distribute their best ideas faster. Prior to co-founding Allego, Mark founded Insight Development Group, Inc., a leading Sales and Presentation training firm specializing in the Financial Services industry. As a former financial advisor, Mark brings a unique perspective to the world of consultative selling. Mark is a graduate of Babson College and resides in the Boston area.


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