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Your Sales Onboarding Videos are Too Long

Posted by Gavin Matthews on 3/25/15 10:37 AM

Sales enablement in the digital age means a whole new suite of resources available to impact learning and cater to changing habits. One of the most impactful methods of sharing information with your new hires is video, a chance for reps to actually engage with and absorb content. One profile shared by Brainshark highlights a 3-6 times increase in learning retention with video, "compared to isolated audio or text/images alone."

Video_Practice

However, simply putting video into the onboarding process is not enough. Often, reps get bored or distracted, missing the point of the exercise. Usually, this is not because of the rep, but because the delivery of the content itself is flawed: it is too long. 

Analysis pulled from the CommercialTribe platform in 2014 provides a guidepost. We found that the most impactful videos were less than 3 minutes long. This shouldn’t come as much of a surprise in the 140 characters or less world that we live in, but nevertheless organizations still struggle with this concept in their delivery of information. Our finding also matches outside research on the subject, such as that from Rochester’s Philip Guo and edX, which suggests that ideal learning videos are shorter than 6 minutes.

The recommendation to “break lectures into small, bite-sized pieces” holds true.  When those videos are intended for reps to observe and then practice (i.e. create their own), it’s even more important to abide by the 3 minute rule.

To reach our conclusion, CommercialTribe profiled its entire pool of usage data from 2014, determining not only the right length for the perfect training video, but also how curriculum, recording, and timeline work together to drive learning.

The benefits of small, targeted lessons are clear.

 

New hires absorb more

With a huge volume of content, HR materials, and skills landing on a rep’s desk in their first week, it can be hard to navigate through the noise. Keeping content short and concise helps reps pay attention and actually take home the lesson.

 

Reps can practice

Whether you use a practice-based training system or not, giving reps chances to review material and even repeat it as they would in the market is invaluable. With short videos, reps can more readily review it for proficiency and transition the information into their selling. Best of all? Reps can share and learn with their peers.

 

Content is recyclable

With large videos, it is easier for content to become dated or fail to be impactful. As a result, you have to throw away the project and start over.

When videos are short and focused, individual videos can be quickly updated or adjusted to maximize impact. As new products or messages launch, relevant units can be quickly replaced, avoiding the cost and effort of re-recording.

 

Want to learn more about The Activation Hypothesis and 2014 learnings? Get in touch!




About the Author

Gavin Matthews

Gavin Matthews is CommercialTribe's Marketing Director. Previously, he worked in sales and marketing across leading startups, including Tidal Labs and Genius. Gavin is an avid fan of Colorado and can most often be found in the mountains.

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Topics: Sales Enablement, Onboarding


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