Virtual sales training competition

Ever been to a live stand-up or “walk-around” competition? The energy is electric. Participants work to master the art of a persuasive pitch, perfecting their talk tracks and skills while finding compelling ways to highlight key features and benefits.

The problem: The logistics, time and expense of conducting live competitions can sometimes be prohibitive.

The solution: V³, a proprietary platform from BI WORLDWIDE.

V³: your Voice, your View, your Vote

V³ is an online portal that harnesses the key elements of a live sales competition: presentations, judging and reporting. V3 is designed to maximize value and sustained engagement in skills competitions, while minimizing the cost and logistics associated with live competitions.

Can virtual sales competitions really be effective? Consider this.

A major automotive manufacturer utilized BIW’s V³platform to improve their multi-point inspection and service re-delivery technique among dealership service professionals. Their V3 program featured more than 600 unique video submissions.

The result:

78 percent of participating dealers saw an increase in customer pay sales
82 percent saw improved retail parts sales
Participating dealers enjoyed a 6 percent incremental lift in retail parts sales versus non-participants

Read the case study

A large, global manufacturer wanted their sales consultants to be able to highlight all of the features and benefits of a new version of an important product.

The result:

More than 300 videos were submitted and more than 1,500 sales consultants participated by watching and rating the videos
Sales consultants also posted their videos on social media, generating over 34,000 organic views
Compared to the average sales consultant, V³ participants sold on average 48% more units in the month following the competition, producing over $2.2 million incremental lift in gross profit

Here’s how V3 works:

LEARN

Participants work on learning key features and benefits of the new product or process you want them to know about. Then instead of simply taking a quiz to show completion of a training course, they’re asked to practice and demonstrate what they’ve learned.

VIDEO DEMOS

Once they’ve polished their skills, participants take a video of their demonstration and upload it to the V³ platform (Included “how to” tips and technical support help everyone look like a star.)

EVALUATION

Videos are evaluated to make sure they meet established criteria, such as branding, length of video and content that addresses the key features/benefits you want participants to know. All qualifying videos are posted to the V³website, ready to be viewed.

JUDGING

Online judging can be tailored to the level you want (think: local markets, zones, regions, etc.). To encourage consistent and impartial judging, scoring criteria is established to reinforce the key features/benefits you want participants to emphasize.

SEMI-FINALISTS

This doesn’t have to be a winner-takes-all competition. As each phase of judging is completed, you can foster engagement by recognizing and rewarding semi-finalists.

VOTING

All participants are invited to view the best-of-the-best finalist videos and vote for their favorite. As they watch the top demonstration videos, participants will learn from their peers and model the best practices they see.

REWARD & RECOGNITION

Finalists are recognized and rewarded for their efforts. Categories of top winners can include popular vote, senior executive’s favorite and more. Many clients also choose to invite finalists to a national celebration or host one locally to include the entire team.

REPORTING

At every step along the way, V³reporting shows real-time participation, judging, voting and other data. This allows for a targeted communication campaign throughout the promotion to keep everyone focused and excited.

HIGHLIGHTS REEL

A video compilation of the “best of” videos feature each key feature or benefit as presented by participants. This video is used as a way to train new associates by learning from their peers.

As more and more people around the globe are opting to do business virtually, V³ presents an opportunity for your sales team to hone the skills that will give them a competitive edge, whether they’re pitching in-person or via a digital presentation to someone on the other side of the globe.

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V3: Virtual sales training competition