How to Make an Effective Sales Rollout Plan with Video

January 12, 2022·4 min read

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Got your team on board with using video? Now it’s time to implement it. Learn how to put together a comprehensive sales rollout plan for video to drive adoption and ensure success.

Once your team is sold on the idea of using sales videos for outreach, it’s up to you to get everyone using—and succeeding with—it with a video for sales rollout plan.

Using video for sales outreach has increased response rates for more than 70% of sales reps. If one sales rep is using video for sales prospecting, great. But if your whole team is embracing video in their cadences, then just think of the results your team could see. A harmonized team with a unilateral approach will be able to target accounts holistically from the top of funnel with video through personalized videos, marketing videos and educational videos.

In order to fold video into your sales and marketing strategy successfully, you’ll need to create a detailed sales rollout plan, launch it, measure it, and incorporate feedback.

  1. Contents
  2. 1.Create Your Video for Sales Rollout Plan
  3. 1.1Identify the Teams That Will Drive Adoption
  4. 1.2Identify One or Two Initial Use Cases for Sales Videos in Your Rollout Plan
  5. 1.3Set Organizational Expectations
  6. 1.4Leave Time for Learning and Experimentation
  7. 1.5Create Channels for Feedback
  8. 1.6Identify Major Milestones in the Rollout Plan
  9. 2.Resources for Sales Reps to Get Started with Video for Sales
  10. 3.Want to Build a Video-First Sales Culture?
  11. 4.Practice Until Video for Sales Becomes Second Nature
  12. 5.Time to Get Your Video for Sales Rollout Plan Started

Create Your Video for Sales Rollout Plan

Putting together a sales rollout plan is an essential part of launching a new tool to the team and video is no exception.

Identify the Teams That Will Drive Adoption

Start out by listing the primary roles who will use video for sales, such as sales reps and their managers, as well as secondary roles who will need to be involved.

Other teams and roles who need to be involved will likely include:

  • IT Support: An integration contact who will integrate the video tool with the CRM and marketing platform
  • Marketing Support: The team will design branded sharing pages, video CTAs, and starter video content for reps to share

Identify willing participants in each group who can act as champions and help lead others.

Learn From the Pros

Successfully deploying new SalesTech across your team and can be tough. But, even if it’s the best tech out there, if your reps don’t embrace it and see early success, adoption falls flat, and the results won’t come. Leaders in sales enablement from Sendoso, Corporate Traveler, PatientPop, and Chili Piper share their tips and secrets to get your sales teams onboard with new technology.

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Identify One or Two Initial Use Cases for Sales Videos in Your Rollout Plan

Video is versatile, but don’t overwhelm your team. Select one or two video selling use cases to start with, such as prospecting or proposal review, and the formats that suit them, such as webcam and screen share recordings.

Start with these, then scale up once they’re successful.

HubSpot’s Tips for Rolling Video Out to a Global Sales Org

Morgan Jacobson, Principal Manager of Sales Strategy and Systems at HubSpot, shared a few tips about driving video adoption in a team spread across five continents.

  1. Video can be useful for both prospecting and deal progression. Map out your typical sales process and then map out the type of videos you may use and embed them at the right points in the buyer’s journey.
  2. Create evergreen content. These are videos you’ll be able to use over and over again.
  3. Demo the use of video to your sales team in three acts: 1) Why use video; 2) How to use video; and 3) The results they can achieve using video.

Learn more about the process Morgan used to implement video at HubSpot in this case study.

Set Organizational Expectations

Set a goal for the number of videos you expect reps to send each week. Start slow and account for some ramp-up time to allow reps to grow comfortable using video. If your organization uses a points system for tracking rep activity, assign points to creating videos and give them more weight during the rollout.

Leave Time for Learning and Experimentation

Adopting a new practice may create a temporary dip in reps’ productivity, and your plan should account for that. If reps are expected to make 50 calls per day, they can’t keep that up and do a good job of learning video.

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