Why Sales Teams are Falling in Love with VideoconferencingTechnology benefits every facet of a company, from the boardroom to the switchboard. Videoconferencing is a technology particularly advantageous to businesses both large and small, as it allows for less travel and more communication—two factors that make it especially attractive to sales teams.

Videoconferencing Defined

Traditional videoconferencing generally involves some form of telepresence, or the outfitting of large conference rooms with special equipment to hold lifelike virtual meetings. While the right choice for some companies, immersive telepresence like this can be costly. Desktop video conferencing, on the other hand, yields similar benefits yet is more cost-effective and accessible. Possible on most desktop computers, some mobile devices with front-facing cameras and via various online applications, desktop video conferencing has become both mainstream and mobile.

Five Ways Videoconferencing Benefits Sales Teams

Videoconferencing is an effective business tool, and sales teams in particular can benefit for the following five reasons:

It allows for more collaboration with team members. Some sales teams are spread out geographically—for instance, the account manager may be on the East Coast while the product analyst lives on the West Coast. Both need to communicate with one another regularly, and it can be difficult to collaborate with the upmost efficiency over a telephone call. Videoconferencing enables deeper connections among sales team members regardless of location.

It makes reaching clients easier. Videoconferencing allows sales teams to meet with clients anytime and anywhere an Internet connection is available. Besides just being able to see one another, presentations can be enhanced by applications that include document sharing and annotation tools.

It makes training more convenient. Good salesmanship is about communicating value to a prospective client, but salespeople must first be trained on what exactly that value is, and how to best convey it. Companies routinely update or add products or services, and videoconferencing allows sales managers to offer presentation tips without necessitating travel. In addition, regular training is important for sales motivation and focus, and videoconferencing makes that easily accessible.

It brings the decision makers together. In-person meetings are ideal, of course, but they’re not always feasible due to varied locations and schedules. Videoconferencing is more engaging than a telephone call, certainly more personal than an email, and far less time-consuming (and less expensive) than travel.

It brings product demonstrations to (virtual) life. When completing a product demonstration in high definition, sales teams are able to view reactions immediately and take meaningful notes for follow-up conversations.

Points to Remember

Whether immersive telepresence or a focus on desktop capabilities best meets the needs of your company, there is little doubt of the value of videoconferencing to sales teams. Note that there are several pre-purchasing considerations facing a company in the market for a new videoconferencing system. Features to look for conducive to sales include high definition video capability, mobile compatibility, and simple user controls.

Choosing an appropriate system could mean a more effective and collaborative sales force, ultimately leading to more clients and higher profitability.

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