Virtual sales training competition | BI WORLDWIDE Australia

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 maximise value and sustained engagement in skills competitions whilst minimising the cost and logistics associated with live competitions.

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 learnt.

VIDEO DEMOS

Once they've polished their skills, participants take a video of their demonstration and upload it to the V³ platform (we offer "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 (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 emphasise.

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

VOTING

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

REWARD & RECOGNITION

Finalists are recognised and rewarded for their efforts. Categories of top winners can include a popular vote, senior executives' favourite, 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 people around the globe are increasingly opting to do business virtually, V³ presents an opportunity for your sales team and channel partners 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.

Can virtual sales competitions really be effective?

A major automotive manufacturer used BIW's V³platform to improve their multipoint inspection and service delivery technique among dealership service professionals. Their V3 program featured more than 600 unique video submissions.

The result:

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

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.