Newsroom
Camera Don’t Lie: Firms Embrace Video in Sales Training
By Matthew Beaton
November 23, 2015
Wholesalers better get ready for their close-ups. As both a training tool and a team-building tactic, video is slowly becoming the weapon of choice for distribution teams. Firms such as Legg Mason and Pacific Life have begun filming wholesalers’ practice pitches, with managers providing feedback. Some have taken it a step further and begun sharing video pitches more broadly with their sales people, so the team can learn from its strongest members.
“The best wholesalers — no matter how good the sales trainer is — what they value most is what the peers that they respect are doing and saying,” says Mark Magnacca, co-founder of Allego, a sales training firm.
Magnacca says he helped John Hancock Investments integrate video into a sales-pitch competition at the team’s national meeting. At some companies, the standard strategy is to have wholesalers square off during such conferences in person. Regional sales managers would sit through them all and pick a winner. Those finalists would then compete for the crown. The champion would get a cash prize and deliver the top pitch to the entire group.
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