VBL: Keys to Success from the Best

Sometimes the best way to get a rep to lean into the content is to leverage the reps that do it the best.

This video featured top performers sharing the key strategies that led to their success in their respective roles.

The objective of this video was threefold: first, to emphasize the advantages of participating in regular training sessions; second, to motivate lower and mid-tier performers to step out of their comfort zones; and third, to publicly acknowledge and celebrate the top-performing reps for their dedication and hard work.

The motivational video was distributed to each reps through various channels, including email, a dedicated Slack channel, and during their morning huddles with their managers. Given its brevity, it didn't consume a significant amount of their time or distract them from their customer interactions and revenue generation. Reps had the flexibility to choose when they watched it. If they missed it on their own time, they could catch it during their morning huddles. After watching the video with their teams, managers conducted follow-up Q&A sessions as a group to facilitate discussions about the lessons learned, along with a call to action regarding how those lessons would be applied in their next customer interactions.

I would regularly attended these meetings to encourage reps to join the upcoming training sessions where we would practice real-world application scenarios, helping them apply the techniques discussed in the video. This techniques just so happened tied to the top competencies of a top performing rep that I mapped out weeks before. As the weeks passed, we witnessed a growing number of participants voluntarily embracing the training, which was a positive trend. However, our numbers were steadily increasing month over month. This department ended up being the highest performing team in the company. We quadrupled the amount of transfers (sales) they were getting by the end of the first quarter. The company also promoted 40% of the team throughout that year to higher level sales positions.