Data-Driven Video Offering to Debut This Week at ATD 2017 in Atlanta
BURLINGTON, MA (May 22, 2017) – Qstream, makers of sales acceleration software that uses science, data, and mobile technology to ignite high-performing sales teams, today at ATD 2017 introduced video coaching as the latest addition to the Qstream platform. Reflecting Qstream’s data-driven approach, video coaching aligns manager video observations with knowledge and skills insights, and CRM-sourced performance and productivity data to provide a 360-degree view of a team’s capabilities and enable a more consistent and meaningful coaching experience in minutes a day.
Solving the Sales Coaching Paradox
Qstream addresses the paradox in sales coaching, underscored in survey data from the Sales Management Association: while managers rate coaching as the number one most important activity based on its impact to sales effectiveness – ranking it higher than lead gen, compensation, and sales process – 77% of firms say they don’t provide enough coaching to their salespeople. This disconnect is largely the result of sales managers having more responsibility, and less time, than ever before. As a result, many firms are turning to video solutions to evaluate and improve customer-facing behaviors, and increase coaching frequency.
“Sales organizations are increasingly turning to video coaching as an engaging and scalable way for reps to practice interactions and managers to coach,” said Heather Cole, service director of sales enablement strategies at SiriusDecisions. “Asynchronous video coaching is most effective when it is aligned to role-based sales competencies, provides an infrastructure to guide prescriptive coaching interactions and delivers metrics-driven insights to sales leadership.”
How Qstream’s Video Coaching Works
Video questions are delivered to reps within the context of a Qstream challenge. They simply record and submit their time-bound response (up to three minutes in length) for manager review. The limited video length, coupled with Qstream’s intelligent batching and spaced viewing of videos, serve to avoid overwhelming managers with a constant barrage of lengthy videos to review, a common pitfall of video coaching solutions. Managers then rate reps’ responses for knowledge proficiency and provide individualized feedback. That assessment is then correlated with the knowledge, skills, and performance data available within the Qstream platform for the richest possible picture of the team’s capabilities.
“Video observations can be a valuable tool for managers, but when used independently of a larger coaching framework, including the data insights to support it, they can’t successfully address the biggest barriers to coaching, including who, what, and how to coach, not to mention a very real lack of time,” said Duncan Lennox, Qstream CEO and co-founder. “Qstream is addressing these challenges by leveraging our analytics engine to combine knowledge and skills data, all in one platform. Our data-driven approach takes the guesswork out of coaching and lays the groundwork for a sustainable coaching culture.”