By Kent Valentin Fallesen, CEO at uQualio
1. Customer satisfaction
Companies who are in the business for the long run know that the customer experience and satisfaction is crucial to make and keep customers. As sales reps present a product for customers, he or she has tremendous impact on the customer perception of a product. This makes the level of product knowledge for the sales rep your key to making customers love your products. Motivated and skilled sales reps are your strongest competitive advantage.
2. Increase revenue of the profitable products
One of the obvious reasons to train sales reps, is to increase sales. But beyond revenue in general, you can help sales reps focus on selling products with a higher profit margin. Those products are typically more complex to sell, thus the importance of targeted training.
Often sales reps will promote and sell the cheapest products. So, to ensure a revenue increase on the products with the highest profit, sales reps should be trained in product knowledge, value proposition and objection handling. It optimizes ROI, when done right.
3. Competition and mindset
When relying on channel partners, it can be challenging to influence these sales reps and often imposssible to manage their product training - when offering traditional face to face product training courses. With modern learning tools, you have a direct way to communicate, influence and ensure the right level of product knowledge - which benefits both your company and your channel partners.
Competition will always be present. The customer can choose a different product from a competitor or a cheaper product, if the sales rep isn’t sufficiently knowledgeable about the benefits of your product versus competition. And from a channel partners perspective, the customer might go to a competitor of theirs, if the customer didn't get the experience they expect from the sales rep.
From a manufacturer’s perspective, when using channel partners, typically the partners represent several different competitors. And the dynamics are here quite simple, the sales rep is likely to promote the products they know the best. Your ability to ensure product training determines how predominant your product is in your sales reps mind. And that’s where the battle is won in with the customer.
And if you include gamification based on the learning results into the equation, it can increase the impact even further.
We have been working hard this summer to improve and simplify uQualio®
Now we have made six Inspiration Cases to demonstrate how the uQualio® Learning Universe makes sense for your business.
We hope you will find it valuable to show your videos and remember you can ask for a free trial.
If you do not use videos yourself then maybe you know someone that do - please share.
Improved engagement and better effect
Notifications and reports
You deliver content to participants for learning.
With uQualio release 5.0.96 new and improved features for campaign managers were added to the application. Two of them are important when you want to engage your participants and increase the effect and participation rate of your campaigns:
You want to keep the participants engaged with your campaign. First thing is to invite them to join and watch the videos. The invitation is sent to them as email and SMS message, but also appears as a notification on your campaign target page and even on the user’s home page in uQualio. This way you push the invitation through multiple channels to your target audience. A good way to get them on to the campaign and help you deliver the business goal of inviting them in the first place.
On the campaign page your invitation is shown next to the content. Here you post status messages about the campaign or reminders to the user. Every time you publish a notification from the campaign you can use other available channels (user notification, email, SMS).
When your campaign is in progress you need to:
You use reports to do this. Start with a predefined report – either an exception report or a status report.
You want to remind participants that they must join and go through the content?
Your campaign is about to end, and you want to remind participants in progress with the test?
When your campaign is over you can share information with all participants. Pick e.g. report “All users” and send a message about general status and next steps in your program. Or pick the report “Test status” to communicate with the participants who did the test.
Limit your communication? Imagine your campaign is almost over. You want to congratulate participants who scored about 90% in the test? This is easily done from the report “Test status” using Report Filters. Start out in report “Test status”, then pick the column score and enter “>90”. The report is filtered to show only participants with a score above 90%. This is where you send them a notification for the best performers on the test.
Report filters are an effective way to generate a directed target group. Use report “All users” and filter on “manager” in column Role. You’re about to communicate with a subset of your participants.
I have shown how notifications and reports help making you campaign more successful as you engage your participants directly from the campaign page. You can pick smaller participant groups easily using reports and apply filtering and you can pick one or more channels to deliver your message. Using these two effective tools you:
Let me know if you have any questions or suggestions – please use our customer feedback feature.
Video as a means of communication is becoming more and more common for all sizes of companies. Smartphones, drones and Social Medias makes it very easy for everyone to produce and publish videos, and it makes it possible for companies to act in a much more agile manner and reach a much larger audience than they were able to do in the past.
Preparation and quality is still important
Before creating your first videos, there are a couple of considerations and preparations you should do. Since our specialty is micro-learning which companies publish for customers, user of products, partners or employees, the focus of this article are the preparations for that purpose. But the same "rules" can of course generally be applied for other purposes.
#1 The duration of each video should be short
Research shows that the ability to learn, for the majority of people, drops significantly, if the videos are too long. The length of each video should be 3 minutes or less to ensure comprehension. In addition you should usually only cover one main topic in each video, and include from a few to 8 videos, not more than 10, in one micro-learning content version.
#2 The target group
Who is the target group of the video. Is it well defined? It is important that you are fully aware of who you are addressing with the video.
#3 The idea? What do you want to achieve with the video?
The overall learning goal and sub goals of each video has to be defined – what should the learner learn and why? What do you want to achieve with it?
#4 The message
When you have established who and why, you can start looking at how the "message" in the video should be delivered. To ensure impact you need to keep three elements in mind: Is the message up-to-date? Is it relevant for the target group? Is the target group able to identify themselves with the message?
Instead of writing a "long" manuscript, a good and easy framework is to draw a storyboard. Make sure that you cover all the sub goals and mark where they are covered.
#6 The video quality
Since the topics and their learning goals are all now well defined, it is time to start recording the videos. But please consider, that even though it has become easy to record and edit videos, the quality of the videos are still important. If the picture and sound is in poor quality it may very well disturb the learner and have a negative impact.
Increase impact with interactive practice sessions and test
Because the goals are well defined it is also easy for you to create questions. Using an interactive practice session with your videos will increase the impact. The number of questions should be kept low.
In the most cases we recommend that the learning content includes a test, where the user can earn a badge. To increase the impact, we recommend to include multiple passing levels, such as a Bronze, Silver, Gold and Platinum level. This can positively motivate the learner to finish all parts of the learning content, and additionally continue trying to learn and understand the topics if they score low. Some will even seek to achieve the highest badge level - and if the results are allowed to be shared, this will be an important part of the gamification effect as well.
How does a micro-learning content version with videos look like?
Your can see a simple example here.