Getting ready for your VSKO (Part 1 of 3): DEFINE

GETTING READY FOR YOUR VSKO - PART 1: Your next virtual sales meeting can't depend on your online meeting platform alone. Nor can it sustain long, grueling days of live video. The best are creating a blended solution that leverages mobile, interactive learning platforms, peer-to-peer networking, and asynchronous video technology to deliver the insights salespeople require in the most engaging way possible. To get ready for your VSKO, think of your meeting in three phases: Design, Engage and Sustain.  The following are some helpful tips to ensure that your sellers get the kickoff they need to be productive in the coming year. ​

DEFINE:
Rethink the Agenda 
You can’t simply host a three-day Zoom call. People experience screen fatigue after just a few hours, so you need a new format. The key is to identify content that needs to be delivered live and which can be presented asynchronously. 

• Select the most dynamic speakers and hot topics that are likely on the minds of your audience.  
• Prepare and present these topics with short live video sessions. All other content must be delivered via pre-recorded video or internal podcast.
• Go deep on your webinar platform's functionality by using whiteboards, quizzes, polls, small panels, and breakout sessions to convey information effectively. A popular VSKO ratio is 40% live and 60% pre-recorded.  

Start Early 
Good news. Planes, trains and automobiles are not part of the meeting planning this year. Fill that energy instead by distributing relevant content to your team weeks before the meeting with a schedule for their completion.

• Distribute product information, messaging, new hire videos, and sales presentations in advance.
• Be clear on the intent and fit with the overall VSKO agenda. This allows you to refer to content reps have already seen. 
• Use intermittent testing to verify completion.  

Pull content from within
For your VSKO, you can’t present everything live. So content needs to be bite-sized and come from SMEs and reps in the form of presentations, competitive insights, or any assets they think might benefit the team as they prepare for the coming year.  

• Hold a competition for the best presentation or value prop.
• Ask salespeople to record themselves and vote for the best submitted video.
• Incorporate knowledge checks and quizzes to ensure reps absorb the content.  

​Click here for help with your upcoming VSKO or email Bill Walton at bwalton@billwaltonsalestraining.com