June 15, 2020·4 min read

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 sales organization is sold on the idea of using video, it’s up to you to get everyone using—and succeeding with—it.

Create a detailed sales rollout plan, launch it, measure it, and incorporate feedback.

  1. Contents
  2. 1.Create Your Sales Rollout Plan for Video
  3. 1.1Identify the Teams That Will Drive Adoption
  4. 1.2Identify One or Two Initial Use Cases for Sales Videos
  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
  9. 2.Resources for Sales Reps to Get Started Using Video
  10. 3.Want to Build a Video-First Sales Culture?
  11. 4.Practice Until Video Becomes Second Nature
  12. 5.Time to Get Started

Create Your Sales Rollout Plan for Video

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, 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.

Identify One or Two Initial Use Cases for Sales Videos

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 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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