1.
TUNED
IN
Planning and facilitating
effective video-based
training sessions
Based on My Sales Enablement and Teaching Experiences
Created by Grace Meiners

2.
Table of Contents
Page 3 About Me
Page 6 The Context
Page 12 Preparing for Live Session
Page 17 The Methodology in Action
Page 24 Contact Me
It’s no secret that these are uncertain times. Our
offices are empty and our strategies must be
refocused. Some experts are saying that the “face
to face” economy might be gone forever.
So what does this mean for your sales team? And
how can you connect with and galvanize them in
the same way as before?
I believe sales leaders and sales enablement teams
will need to be as effective as possible when it
comes to launching new strategies and products to
keep business running, enable and motivate sales.
To help, I’m sharing my tested methodology for
Sales Enablement training focused on video-based,
live sessions.

3.
Before we
begin, I’d like
to tell you a
little bit about
myself.
I’m a pre-sales marketing professional
creating creating product marketing
materials, content strategy, client
presentations and sales training
initiatives for leading media sales
organizations in New York City.
2011-2019

4.
Before we
begin, I’d like
to tell you a
little bit about
myself.
I’m a pre-sales marketing professional
creating creating product marketing
materials, content strategy, client
presentations and sales training
initiatives for leading media sales
organizations in New York City.
2011-2019
2019-2020
I’ve just returned back to the USA after
a year in Korea teaching English as a
foreign language to 15
kindergarten-age students. The goal of
this was to learn a new culture and
bolster my teaching skills.

5.
Before we
begin, I’d like
to tell you a
little bit about
myself.
I’m a pre-sales marketing professional
creating creating product marketing
materials, content strategy, client
presentations and sales training
initiatives for leading media sales
organizations in New York City.
2011-2019
2019-2020
Next
I’ve just returned back to the USA after
a year in Korea teaching English as a
foreign language to 15
kindergarten-age students. The goal of
this was to learn a new culture and
bolster my teaching skills.
I’m now laser-focused on finding the
next opportunity to serve a sales
organization with my unique blend of
marketing, communication and
teaching skills.

6.
The Context

7.
According to The Learning Pyramid, students retain only
up to 20% of information given to them in lecture form.

8.
According to The Learning Pyramid, students retain only
up to 20% of information given to them in lecture form.
Retention rates rise to 30% when a lecture is
accompanied with Audio/Visuals

9.
According to The Learning Pyramid, students retain only
up to 20% of information given to them in lecture form.
Retention rates rise to 30% when a lecture is
accompanied with Audio/Visuals
Retention rates jump up to 75%
when a student has the
opportunity to practice by doing

10.
According to The Learning Pyramid, students retain only
up to 20% of information given to them in lecture form.
Retention rates rise to 30% when a lecture is
accompanied with Audio/Visuals
Retention rates jump up to 75%
when a student has the
opportunity to practice by doing
Enterprise-level
corporate training
has largely
consisted of a
lecture with
audio/visuals.

11.
According to The Learning Pyramid, students retain only
up to 20% of information given to them in lecture form.
Retention rates rise to 30% when a lecture is
accompanied with Audio/Visuals
Retention rates jump up to 75%
when a student has the
opportunity to practice by doing
Leaving a lot of
room for
improvement in
both retention of
information and
the confidence
level of the
salesperson.
Enterprise-level
corporate training
has largely
consisted of a
lecture with
audio/visuals.

12.
Preparing for a Live Session

13.
Three Elements for a Successful Live Session.
Student-Centric Approach
All training sessions, materials, and
resources are driven by specific
sales-person needs, rather than
company objectives.
Led By a Lesson Plan
All training programs will be led by
a lesson plan. The lesson plan will
incorporate the new material you’re
training on, but it will importantly
build on the content and give sales
a few ways to absorb it and put it
into action.
With A Tested Structure
Each training session has three
main components that allow
students to interact with and
practice the training content:
Presentation, Quiz and
Put-into-Action.

14.
Student-
Centricity
Establishing attendee
buy-in from the get-go
● Each live session should be constructed
based directly on attendee needs.
● A new product or process should never be
launched in a training session.
● New information should be introduced to
the team prior to the training session via
email communication or team meeting.
● Once the information is out in the open,
gather feedback and questions from
attendees on what they want to know more
of or what they don’t understand. Talk to
both senior team leaders as well as team
members to get a good sense of the white
space in understanding.
● After this pre-work, you are ready to
develop your lesson plan!

15.
Led By A
Lesson Plan
Treating your attendees
like students
● Your lesson plan should be the
first document you create to plan
for your session.
● Be as specific as possible for the
Lesson Objectives / Assumptions
/ Anticipated Problems.
● Instead of “Familiarize sales on
the new GP” as an Objective, be
more descriptive “Sales will be
able to recite the new GP from
memory and will be able to field
strategy questions about it.”
● Use this document to get
feedback and buy-in from
stakeholders.

16.
With A
Tested
Structure
Making your live
session as effective
and fun (gasp!) as
possible
Minute estimates
given for a 60-minute
training
Warm-Up
3 Minutes
Get attendees engaged from the start with either
a digital poll or an “around the horn”
Introduction
2 Minutes
Introduce the content and activities which will be
covered in your session
Presentation
20 Minutes
Dive into the content covered in this
training session
Quiz
10 Minutes
Test retention and understanding of the content
just covered in the Presentation section
Put Into Action
20 Minutes
Challenge attendees to put the content into
action in a fun, nonjudgmental environment
Review & Next Steps
5 Minutes
Quickly review the key takeaways and direct
attendees to available resources

17.
The Training Structure In Action

18.
Warm Up
Goal: Get attendees on topic and feel connected to the trainer and
fellow “classmates” from the moment they log on.
The first slide of the presentation users see as they log on should
include directions on how to get set up on any technology used in
the session and an initial question or challenge:
Digital poll on
PollEverywhere asking
“how confident do you feel
about this content?”
For smaller groups, ask
each attendee what they
hope to achieve
Warm Up

19.
Introduction
Goal: Inform attendees on what to expect by walking through the
agenda and outlining when they will need to use any specific tools
or technologies.
After reviewing the agenda, pause for questions before moving on.
Example of a Training
Agenda slide
For larger groups, designate a
training teammate to field
questions via chat
Warm Up Introduction

20.
Presentation
Goal: Present the training content in the most clear, concise and
compelling way as possible.
Choose a way of sharing this information that best suits the
content and your attendees’ lesson preferences.
Slide Presentations can be
used to walk through new
product or marketing
initiatives
First-person storytelling
can be used to teach
about sales strategies or
methodologies
Warm Up Introduction Presentation
Live Whiteboarding can be
used to walk through a
new structure or process

21.
Quiz
Goal: Test and confirm understanding of the content just presented.
This section should be quick and dynamic, a definitive change in pace
from the Presentation portion. And remember, a little bit of
competition never hurt a salesforce!
Digital quiz on a platform
like PollEverywhere allows
each attendee to
participate and compete
“Flashcard Duel” breaks attendees
into two teams with one rep from
each team chosen to give the
definition of a product
Warm Up Introduction Presentation Quiz
“Rewrite the Process” asks
everyone to draw a process on a
sheet of paper with one person
chosen randomly to share

22.
Put Into
Action
Goal: Now that attendees are comfortable with the content, help
them practice using this new information in a supportive
environment.
Issue a challenge for everyone to complete and then pick a few of
your most confident team members to take the leap.
“Pitch Off” Have a few of
your most confident sales
folks give their best 1
minute pitch
“21 Client Questions” Have one
attendee act as a client with a
specific need. The participating
sales person must figure it out by
asking up to 21 questions
Warm Up Introduction Presentation Quiz
Put Into
Action
“Craft the Best Email” Give
attendees five minutes to
write the best client email to
be judged after the session

23.
Review &
Next Steps
Goal: Direct attendees to any available resources they may
reference when using the training content in their daily jobs.
Always follow up with direct links to any materials and a survey to
understand if your training was effective.
Warm Up Introduction Presentation Quiz
Put Into
Action
Review &
Next Steps
Slide with directions to
find relevant content
Survey sent out within 24
hours of training

24.
Thank you for reading!
I hope this structure brings some order and efficiency to your team trainings. I
thoroughly believe that proper planning and templates can make your video-based
sessions just as effective if not more effective than in-person experiences.
Need help transitioning your training/team meeting strategies online? Let’s connect.
Grace Meiners
gracemeiners@gmail.com
515-238-0574