How to Communicate Winning Sales Techniques With Automated ‘Win Reports’
A famous thought experiment goes something like this: “If a tree falls in a forest and no one is around to hear it, does it make a sound?” The logical answer is yes. The impact of the tree produces sound waves, of course. However, if we define “sound” as something that someone actually hears, the answer is no.
Now ask yourself this: “When a sales rep closes a deal, but nobody knows how they did it, were they successful?” The logical answer is yes. They made a sale. However, if we define “success” as something that can be duplicated, the answer is – in my opinion – not entirely.
The rep achieved a victory, but unless their technique(s) are shared with the entire sales team, the success was not nearly as useful to the organization.
Filling an Information Vacuum with Automated Win Reports
A great way to share winning sales techniques is to have a rep create an automated win report – a video, produced via Allego and connected to your CRM, which can be easily shared to the entire sales team.
Win reports are designed to tackle a challenge that many companies face – a lack of knowledge about how people are actually winning their deals. And video success stories are a proven way of helping teams to adopt best practices as their own.
To create an automated win report, follow these 4 easy steps:
- You simply set up an automated notification (often via email) that triggers when the rep closes a deal.
- The system sends the rep an email with links to an Allego exercise, and the exercise contains a video with embedded collateral to guide the rep and outline expectations for the report.
- Once the rep records their video talking about the win, the workflow routes the report to whichever manager or trainer should review before it’s distributed.
- Once the report has been reviewed, it can easily be shared with the sales team in a channel or via email.
Easy Set Up for Sales Trainers and Managers
If your company is not already collecting win reports of any kind, this is an effective way to introduce the concept to your team and start collecting reports in a relatively short period of time. Because the process is automated, trainers and managers don’t have to ping reps one-by-one to learn their secrets.
Over time, this peer-generated content sharing winds up becoming part of the company culture.
Implementing the process is easy. The whole system can be launched in less than 30 minutes. It’s very much a “set it and forget it” implementation where we talk through the business rules, share sample win report templates, and get the process rolling.
Individual Wins Drive Group Sales Success
Ultimately, your goal is to create a content-generation system that doesn’t have to be monitored – one that regularly generates invaluable information for sellers on your team.
Most of our clients’ win reports feature reps talking about which leads they’ve contacted at the account, which decision-makers green-lighted the deals, the challenges they overcame, key decision factors, and how they responded to customer objections.
A sales force with access to these types of videos is one that knows how to turn a collection of individual victories into a system that increases the entire organization’s odds for success.
For more information on sharing success across your organization, read our post on how to get rock star sales reps to train their peers.