Best Practices Of Frontline Engagement

Engaging the frontline during the lockdown

It is the focus of HR and Sales Managers of all field organizations.

They think, “How do we engage and skill-up the frontline team to emerge stronger after Unlock?

Our customers have kept their field teams busy and how. Here are some of the best practices.

M-Learning on over drive during lock down: Top 10 customers study

359%

Increase in no. of modules delivered

450%

Increase in time engaged

89%

Engagement thro’ mobile app.

7 min

Avg. time per micro-learning module

359%

Increase in no. of modules delivered

450%

Increase in time engaged

89%

Engagement thro’ mobile app.

7 min

Avg. time per micro-learning module

50%

Video modules –popular format

15%

Modules that were assessments

60%

Companies with ‘Daily Learning Hour

Modules with Game Plays

Idea#1: Manager driven, cell phone recorded, videos

Who best to develop quick trainings than Sales Managers themselves? They now had the time.

We had managers doing quick smart phone videos on sales metrics, products, culture and objection handling. They just spoke from their experience.

They were ‘bang on’ on messaging and a huge hit.

Idea#2: Use assessments to identify areas of development

With lockout, there is an insatiable appetite for enterprise content. But which content?

Managers got scientific about it. With quiz content tags, they could determine which areas the team is strong in and where they had scope for improvement.

They planned their next week content cadence based on the areas of improvement.

With lockout, there is an insatiable appetite for enterprise content. But which content?

Managers got scientific about it. With quiz content tags, they could determine which areas the team is strong in and where they had scope for improvement.

They planned their next week content cadence based on the areas of improvement.

Idea#3: Video contests to engage and excite

‘Company has talent’, they said. Let us conduct video product demo competitions, managers proposed.

The team submitted their entries. The best entries were selected for a company wide voting. The ones with maximum votes had all the glory.

It was excitement all over, with the team learning from the best in class pitches.

Idea #4: ‘Sales Plays’ for simulating customer situations

Handling customers – that requires questioning and objection handling skills. We can develop that by sales simulations or ‘Sales Plays’.

Companies sought to improve the salesperson customer engagement and objection handling skills through simulations and role-plays.

Handling customers – that requires questioning and objection handling skills. We can develop that by sales simulations or ‘Sales Plays’.

Companies sought to improve the salesperson customer engagement and objection handling skills through simulations and role-plays.

Idea #5: Instant quiz sessions for team engagement

During the lockdown, Friday evenings are times to engage the team. What’s better than about of live quizzing through video call?

Hundrends of people jumped into typical Microsoft Team call and got into the live quiz of the week

With ‘Fastest finger first’ and ‘Live leaderboards’, there was a lot of learning, engagement and excitement.

Idea #6: Management book summaries

Some other companies wondered how to engage the middle level managers in the learning process. They hit upon book summaries.

Popular books on topics like coaching, bias for action, active listening, growth mindset, challenger mindset and the like were converted into 12-minute modules.

Some other companies wondered how to engage the middle level managers in the learning process. They hit upon book summaries.

Popular books on topics like coaching, bias for action, active listening, growth mindset, challenger mindset and the like were converted into 12-minute modules.

We even saw a celebrity author Vikas Kakwani talk about his book ‘From Distress to De-stress” going with the theme of the times.

Idea#7: Banish physical brochures

Physical brochures can a petri-dish in retail outlets with many people handling it. ’Can we have an online way of sharing brochures to customers?’, companies wondered.

So, customer wants a brochure or a video? The salesperson can share it directly from her mobile phone. It is that easy.

It was excitement all over, with the team learning from the best in class pitches.

Bsharp Learn: An easy to use platform to engage and educate

Make anything into a learning
Share Word, PDF, PPT, Videos, HTML 5, SCORM and More
Get granular on controls
Set up channels, visibility, learning paths, viewing times
Conduct assessments with Insights
Identify areas of improvement based on responses
Run video contests
Sales pitch feedback, showcase and voting
Banish physical brochures
Share selected content with customers
Top notch analytics
Set your reporting routines, dashboards