1.
6TIPSTOTRANSFORM
PERFORMANCE&BOOSTROI
WITHVIDEO
WEBINAREXCLUSIVE
WITH DON SCHMIDT - WW SALES ENABLEMENT
DIRECTOR, INSIDE SALES, MONGODB
JANUARY 26, 2023
9:30 AM PT
12:30 PM ET
5:30 PM GMT
MODERATOR:
RAYVONNE CARTER
WEBINAR PRODUCTION MANAGER
ELEARNING LEARNING

2.
03
Sponsored by:
ELB Learning is a one-stop shop for creating
and delivering better learning experiences.
We offer a comprehensive suite of products
and services to help you achieve your training
goals, including tools for building learning
games, VR training, eLearning courses, and
video practice, as well as an LXP/LMS.
We also offer strategy services, custom
learning development, and staff
augmentation.

3.
Today’s
Learning Goal
• How to use video simulations to help
learners practice and improve skills
• How to get buy-in to incorporate
video-based practice and coaching
into a learning program
• Discover how Artificial intelligence
and Natural Language Processing
provide learners with real-time
feedback
• Track ROI of video-based practice

4.
1. Identify Challenges
2. Establish Success Metrics
3. Launch Simulations
4. Establish Coaching Moments
5. Track Success
6. Message Success
Six Tips to Transform Performance

5.
Identify Challenges
Tip #1

6.
Conduct an Audit
• Outside feedback
• Sr. Management
• Frontline Managers
• Sellers
• Customers
• Review CRM and Tools’ Data
• Advisory Boards

7.
Content
Renovation
Content
Creation
Data-driven
Coaching
Targeted
Training
Leadership
Development
PIP Support
Sales
Metrics
Activity
Productivity
Tools
LMS
Checks
Become Data-driven with Health Cards
Tableau
Excel
Google Sheets

8.
Most Common
Challenges
• Managers stretched too thin
to properly reinforce
• Classroom-only scenarios are
“one-and-done”
• Milestone stop signs
• No practicing
• No coaching
• No feedback

9.
Establish
Success Metrics
Tip #2

10.
Sales Leadership’s Hot Buttons
Least Valuable
• Classes trained
• Attendance
• Content library size
• Content built
• Evaluation scores
• Testing scores
• Certification
• Time to first sale
Most Valuable
• Change and molding of behaviors to activity
• Overall revenue $
• New business meetings held
• Units sold
• Average Sales Price
• Share of wallet
• New hire ramp speed to goal
• Pipeline predictability
• Improve quota performance
• Time to close
• Closing ratios within each sales stage
• Customer retention
• % of poor hires retrained
• % of sellers on PIPs
• Retention of top talent

11.
Use Health Cards to Establish Seller KPIs

12.
Use Health Cards to Establish Seller KPIs

13.
Use Health Cards to Establish Seller KPIs

14.
Launch Simulations
Tip #3

15.
Essential Delivery Methods
Face-to-Face eLearning Webinar Guided Paths Virtual Coaching
Learning Getting Unstuck Practice +
Reinforcement

16.
Onboarding Recruitment Leader Coaching
MongoDB
incorporates video-
based coaching and
practice at multiple
milestones
At Edmunds, we
added video-based
scenarios to seller
candidate interviews
At Edmunds, we
spent as much time
reviewing seller
answers as reviewing
manager coaching
Main Uses of Video-based Practice + Coaching
Everboarding
MongoDB adds
video-based
coaching and
practice into nearly
every new training

17.
Launching Simulations
Trainer Seller Manager Seller

18.
Language
and
Transcripts

19.
Selling Existing
Product HTV
Hypothesis
• Assignment will lift sales on a current product
experiencing lackluster sales
Test
• Only tested 1/3 of team participated (RMs only)
• Quick eLearning to review Value Prop
• Submitted their pitches to their managers
Validate

20.
Establish Coaching
Moments
Tip #4

21.
Types of
Coaching
Moments
• Manager/Trainer
• Written feedback
• Score
• Video feedback
• Kinesthetically complete a
task with screenshare
• Artificial Intelligence Tools

22.
Artificial
Intelligence

23.
AI
Analysis
• Average Pace
• Word Count
• Total Time spent
• Time spent talking
• Time spent paused/quiet

24.
AI
Transcription
Visualization
• The language spoken is
automatically detected & the
transcript is generated
• English
• Chinese
• French
• German
• Japanese
• Korean
• Spanish

25.
Artificial Intelligence Example

26.
The Future of Natural Language Process

27.
NLP
Solves
• Sentiment Analysis
• Machine Translation
• Question Answering
• Text Summarization
• Text Classification
• Text-to-Speech
• Speech Recognition

28.
How NLP Works

29.
NLP
Learning

30.
Trainer Seller 1st Line Manager 2nd Line Manager
Dig Deeper with Simulations

31.
Track Successes
Tip #5

32.
Kirkpatrick’s 4 Levels of Learning

33.
Message Success
Tip #6

34.
Use Health Cards to Establish Seller KPIs

35.
Use Health Cards to Establish Seller KPIs
60-days post training
2x Increase in profiles viewed per day
100% of sellers logged on

36.
Selling Existing
Product HTV
Hypothesis
• Assignment will lift sales on a current product
experiencing lackluster sales
Test
• Only tested 1/3 of team participated (RMs only)
• Quick eLearning to review Value Prop
• Submitted their pitches to their managers
Validate
• RMs +203% MoM sales increase, SEs 33%, AEs 3%
• Managers who coached experienced highest
seller sales results
• Unanticipated learning: most managers didn’t
realize that they were directing, not coaching

37.
1. Identify Challenges
2. Establish Success Metrics
3. Launch Simulations
4. Establish Coaching Moments
5. Track Success
6. Message Success
Six Tips to Transform Performance

38.
WW Sales Enablement Director,
Inside Sales MongoDB
Don Schmidt
/in/deanoflearning/
Website
Webinar Production Manager
elearning Learning
Rayvonne Carter
/in/rayvonnecarter/
elearninglearning.com
Q&A