Samsung recently released the Galaxy Gear VR, a Virtual Reality headset. The Gear VR is a lightweight, wireless headset compatible with Galaxy smartphones (Samsung, n.d.). We all know digital technology is changing the way we do business, particularly the way in which sales teams operate.
So what does the introduction of virtual reality (VR) technology mean for your sales division?
We suspect that VR technology has the potential to change sales as we know it, improving the way sales managers run their team, as well as enhance a salesperson’s performance. In the past a sales managers were essentially a salesperson’s go to problem solver, distracted from their primary tasks. However, with the introduction of digital sales technology a sales manager's role soon transitioned to sales engineers.
Coaching salespeople to success became a core aspect of a sales manager’s role, in order to ensure their sales team performed at the highest possible standard. With the aid of VR technology, sales coaching has the potential to be taken to the next level.
NEXT LEVEL SALES TRAINING & COACHING
Managers can often struggle to find the time to train and coach their sales team. Sales training and coaching with VR technology could enable sales managers and their team with a virtual training and coaching world, simulating your organization’s business environment. A virtual training and coaching world could enable sales managers to train salespeople more often, especially salespeople who work remotely. With simulated training and coaching sessions, remote salespeople will feel like they are taking part as if they were face-to-face.
Simulating the sales training and coaching environment could provide salespeople with one-on-one sales training and coaching sessions on a regular basis, enabling salespeople to continuously develop and up skill. For instance, if salespeople wanted to run through a sales conversations for an upcoming sales meeting, they could simulate a virtual sales conversation using VR technology. Following a salesperson’s virtual conversation, VR technology may be capable of providing feedback, thus allowing salespeople to make the necessary adjustments before delivering the conversation to their prospects.
Sales training and coaching could enable sales managers to effectively train and coach their sales team more often. As a result continuous development and up skilling could improve the way in which salespeople carry out their job, ultimately ensuring prospects receive an exceptional sales experience.
SALES CONTENT IMMERSION
VR technology has the potential to enable salespeople with a whole new form of virtual content, offering more than a smart device ever could. Prospects would no longer just engage with 2-dimensional content online, or listen to a salesperson explain the specific of the product or service. With VR technology prospects could immerse themselves into a whole new world of virtual sales content. During the research phase in the decision-making process, prospects could take a deeper look into the product or service for themselves. According to Animation1 (2015) prospects who virtually engage with content become personally attached to the offering within the first thirty seconds. Therefore virtual content may be capable of accelerating the sales cycle.
PROVIDING THE ‘ULTIMATE SALES EXPERIENCE’
Arming salespeople with VR technology and virtual content could allow salespeople to offer something other seller can’t, a ‘try before you buy’ experience. Nowadays prospects complete up to 60% of the buying process independently, before engaging with a salesperson (Corporate Executive Board, 2014). As a result of prospects taking a research first, engage second approach to buyer, the focus of a purchase decision no longer relies on the specifications or price of a product or service. But rather how a product or service will serve as a valuable solution, which ultimately enhances an organization’s operations.
Thus salespeople must be able to walk into a sales meeting prepared to tell a story in context with a prospect's organization. With VR technology the way in which salespeople tell a story has the potential to become extraordinary. Prospects would not only hear a story they could see it, through virtual simulations which evoke powerful emotions. Salespeople could deliver a high quality sales conversation in a virtual format, delivering prospects an invaluable sales buying experience.
VR technology would be a major investment, but consider how much more effective your salespeople could become. Sales managers could provide high value sales training and coaching in a virtual training world. Salespeople could continuously upskill, ensuring they are one step ahead of all the rest. Overall, VR technology has the potential to enable organizations to retain a competitive edge and provide prospects with the ultimate experience.
So there you have it, a complete look into how we think VR technology has the potential to enhance the sales world. If you would like to take a look into some more digital technology predicted to enhance the sales world in the future, check out our recent blog post on A Glimpse At The Future Of Sales.
Animation1. (2015). 4 ways Augmented Reality can turn real estate sales into gold. Retrieved from http://animation1.com/blog/4-ways-augmented-reality-can-turn-real-estate-sales-into-gold/
Corporate Executive Board. (2014). The Two Qualities Your Content Marketing Needs. Retrieved from https://www.cebglobal.com/blogs/the-two-qualities-your-content-marketing-needs/?business_line=marketing-communications