Name: Onboarding to outperforming: Your fast track guide
Uploaded: 2025-06-26T16:31:52.140Z
Duration: 58 min
Description: Onboarding to outperforming: Your fast track guide

Transcript for "Onboarding to outperforming: Your fast track guide": A hook. I can hook you right off stage. K. Hello, everyone. Good morning, good afternoon, or good evening depending on where you're joining us from. Today, we're joined by Jack and Justin here who are talking to us all about from onboarding to outperforming your fast track guide. So I'd love to welcome both of you to Sage, and I'll pass over to Justin to introduce himself. Excellent. And thank you, Jack Debono. Thank you to the, Sales Enablement Collective as well as the Alliance. We've been, partners with them for quite a while, doing different speaking engagements really globally. Been phenomenal communication partners for us. So so thanks, Jack Debono, and team for setting us up today. My name is Justin Hill. I, run the sales and engineering group at Big Tin Can. I'm joined by, the one and only superstar sales exec himself, Jack Naish. I'll let Jack give you a a little background about himself, and then we'll talk about what our goals are today. I quite enjoyed that. I might just let you do it, actually. Now, hey, everyone. Thanks for joining. As Justin said, my name's Jack. I'm based, on the South Coast Of The UK for those of you that, are in The UK watching this. And, yeah, I'm, sort of heading up the the sales side in the EMEA team. So, yeah, looking forward to getting stuck into this one. There's some really good, some good insights that we're gonna go through today. Absolutely. And, you know, what our goals are today is to to really talk about, first of all, the challenge that onboarding a a salesperson has become in today's day and age. So many reasons for that. We can go all the way back to COVID, right up into, you know, the generations today and that everything has to be mobile and that they're leaving jobs much faster than ever before. So many challenges that we'll get to in just a second, but, that puts a huge onus and a huge challenge on learning teams and sales enablement teams because they're not able to, consistently provide training and keep those employees so that you can reboard after onboarding and build the program. And what we've seen is a few things that have come about that have made this a little bit easier. We talk to a lot of our customers on a daily basis that are telling us there are easier ways to do this. There are technologies that can help you do this and create a program that will then create some benchmarks for you, and you get something solid in place. Jack, anything I missed? Do you know what, Justin? While you were chatting, I'm looking at where everyone's dialing in from, and it is remarkable. So it's great to have everyone here. We've got, some really, much better places than the South Coast Of The UK, I can assure you. I see Tampa, Florida in there, which is probably my favorite place on earth. Miami is another one. I've seen South Africa. I've seen West And East Coast. No one from The UK yet, but, pretty good. Pretty good. It's certainly anywhere is better than Boston where it's been literally a 105 degrees the last two days. Record highs. You can't even step outside of your milk. Anyway, moving forward I'm just learning from Surrey, Justin, which is just down the road from me. So, anyway, let's, let's get stuck in. Okay. You done your geography lesson, Jack? Are we good now? I'm done geography. Good. We're done. So what we're gonna go through is just the high level of the challenge. What we're hearing all the time now about modern day onboarding for salespeople, what the difference in terms of what top performers do and how to create top performers versus those c b level players. We're gonna look at a specific case study, a customer that actually neither Jack nor I work with, but we know well throughout our company because the story's been so great, in terms of really turning their training program around. We'll talk about, and this is gonna be a theme throughout, how AI plays a huge role in all of this. So that's gonna be an underlying theme. The next couple slides are gonna discuss it. AI makes all of this easier whether it's creating your trading content, being able to conduct real time, automated role plays that are graded by AI and virtual coaches, whether it's being able to pull data together from different places and measure it. So measure bottom line revenue versus, training performance and see if it's is the training really working. And then we'll talk about the components of what we're calling the fast track. And, Jack, if you wanna introduce your friend I'll let him introduce himself. Can't can't hear him. That's the only thing. Oh. Anybody while there? Well, Justin's trying to figure out the sound. Yeah. We can't I can't hear him. I don't know if anyone else can hear him. But this is a a virtual version of me, and we'll we'll show it a little bit later on for the sound. But you can see, no worries about the volume. It's, always happens when you're live. We were testing this literally five minutes ago, and it was working loud and clear. So don't you worry about that. But this is how some of our avatars are working currently. So some of the AI are working within the system, right, in terms of, okay, this isn't real. None of what you're seeing here is real. He does speak in multiple languages and he can, be in different environments as well too. Right? So we'll we'll get on to that. We'll get on to some of, how AI is really beginning to create the advantage moving forward. Don't worry about it, Justin. It always happens live. We gotta figure this out because audio There he is. We can hear that one. Okay. Hear that one. Alright. Let's do it again here. Yeah. Play him again. If you can, get him to share the sound so everyone can hear, that would be superb. If not, it's not a massive issue. Yep. Just a little brief hiccup there. Let me see if we can be okay. I think that was a little, little demo of Spanish related. Gotcha. Okay. I know what we have to do. Let's play them again. That was a hiccup. Okay? Hi, everyone, and welcome to this big tin can session live with the Sales Enablement Collective. Justin and I usually tag team these types of things because, let's be honest, double acts do not come much better. My name is Jack, but I'm not really Jack, am I? Now you might be wondering how smart these avatars really are. Let me put it this way. I'm already smarter than Justin, and I'm not even real. Okay. Let's have some fun. I'm going to switch languages now to show just how flexible I can be. First up, let's go global and say hello in Japanese. Alright. How about some Spanish? And now to finish with style, let's go to Brazil. Thank you for watching. And now let's go back to Justin who, I promise, is trying to keep up. Who needs Duolingo anymore? I most certainly don't. Over to you, Justin. There you go, Justin. Right. There we go. Got it working. And I by the way, I was trying to keep up in multiple ways there. I quickly learned that you have to share individual items in this platform and not the entire screen or else the audio doesn't come through. So let's get to the challenge and really why we're here today. What we're seeing, and this comes from a number of different studies, g two, Salesforce, CSO insights. You're gonna see a lot of stuff from McKinsey. So really reliable sources. Right? And when we look at the idea of onboarding, so much is in our face right now. Again, starting with COVID, people that are remote, and that just built into, the younger generation coming up and wanting to learn everything via mobile. Everything's gotta be bite sized. Everything's gonna be small. And not to mention, very short tenures for the average sales rep, a year, maybe two. And most of them are forgetting what they learned. So as sales reps go through training within thirty days, 87% of what they learned, they're forgetting. That's a number that a lot of people are aware of, and it's a very crucial number for sales enablement and sales training. Most reps spend the majority of their first year ramping up. Imagine that. First year, nine point two months on average before they get to the level where they're gonna be as sellers. So that's almost a year of investment in that rep to get them to where they need to be. If we could shorten that time, shorten the time to productivity, what a world of difference that would make. And that businesses that face onboarding difficulties have tough access points as well. You're you're you're trying to, send content over that won't work on certain continents, some's on some server, some's on another. You have it in a lot of different places, and it's really hard to bring it all together. And when you do, it's most likely in a, a monolith type LMS, maybe only in one or two languages. And from an access standpoint, that makes it difficult when you talk about a global selling organization. And AI is gonna play a huge role in all of this. You just saw Avatar Jack, which Jack created using our product very easily. You can you can do voices, translations, create content much easier, have AI run your role plays and practice sessions. Most people, when they hear AI I like to put this cartoon up. I did it in Atlanta a few weeks ago when I spoke down there. Most people hear AI, and this is what they think of. So take time to read it. I absolutely love this cartoon, because it just when you when you say AI to 75% of the world right now, this is what they think of. And it's great. Right? But it's table stakes, and it's not gonna help us a ton when we talk about training, enabling, and onboarding salespeople. It's a great one there. Not as good as this one. Almost as good almost as good as this one. And AI can, pretty much do anything. Right? And I think this is, one one of the pieces that we're gonna be talking about today. And I was at for those of you that are on the webinar that was also at the, the Sales Enablement Collective event over the last couple of days in London, AI seems to be the the hot topic, and it will be, and it's it's gonna be for a long, long time. And, you know, AI is not just writing your emails. It isn't just chat TPT. It can also make you look like brothers, which which I think this did. Right? It's, we're obviously, related, Justin, in a sense because those, avatars are are, bearing the glasses, I think they're pretty much spot on. So but let's let's talk about kind of what what outperforming really means in a sense because defining what we actually mean by outperforming. Right? It's not just about closing more deals or hitting quota, although, obviously, those are super important outcomes. Right? True outperformance get up to speed faster and keep getting better, and I think that's the important thing. And and the goal here is is sort of twofold. You know, you got faster time to productivity, so new hires are delivering value sooner and then continuous improvement, right, where reps are always refining their skills, which is a a tough thing to do and it doesn't necessarily happen. Not just, you know, a one and done, but actually throughout their tenure. The contrast that with, you know, the likes of traditional onboarding, which is often a a one and done event. Information overload in the first two weeks, then you're on your own. Right? It simply doesn't work in today's landscape. So in fact, for those of you going back to the event, over the last couple of days, for those of you who caught the the session, I think it I think it might have been Workday. They hit the the point they hit this point really, really hard. Now coaching isn't just a task. It's a cultural pillar. It's a complete shift. You know, they talked about how their top reps thrive because enablement is embedded into the everyday flow of work as opposed to just, a not not a correction mechanism, but an actual growth tool. And that's I think that's the mindset shift we actually need from onboarding as a starting block to an enablement as an always on engine for performance. So that kind of is what outperforming really means. And we and we know coaching works. Right? You know? Everyone no one has time for coaching. But we know and there's a few there's a few stats doing around, and we can share these around afterwards. But, VantagePoint say that that there's a 76% of improvement in win rates, right, with companies that have effective sales coaching. We know that I think Microsoft say that employees are 13 x, 13 times more likely to stay at a company if they've got this strong coaching plan in the background. And then in terms of the what actually gets in the way, you know, let's talk about what's getting in the way. And if you've ever tried to onboard a new rep or scale training across regions, which, you know, some of these, on the screen here might be a little bit too close to home. First up, siloed content and stakeholders. Right? So, you know, one team's using SharePoint, another is hoarding PDFs in a random Google Doc Drive. I know I do that. And and the and the the document is called, you know, final final version two, final pilot. You've got all the dots at the end. It's just a complete mess, and nobody knows where the most recent product pitch lives. Right? It's like a digital scavenger hunt except there's no prize. And then you've got outdated training formats. Right? You know, if your onboarding still relies on 47 slide decks and day long Zoom marathons where you gotta fly to the other side of the world to do it, your reps are probably learning more about how to fake engagement than how to sell. That's the reality. They're waiting for the day to end. You know, today's sellers want interactive relevant content that actually helps them succeed, not passive information dumps. And then there's no real practice for real scenarios. Right? You know, we expect reps to perform under pressure. I know. I'm expected to perform under pressure. But we we give them zero rehearsal time. Right? There's no rehearsal time at all. Imagine a pilot watching a two hour presentation on the turbulence and then being asked to fly a seven four seven solo. It just wouldn't happen. Right? And and that's what we're doing to new sellers. That's exactly what it feels like. I mean, I'm a seller myself, and I felt like that before. Yeah. And then finally with the limited coaching and go on, Justin. Yeah. Just the other side of the coin, like, giving them a little bit of training, it's not the right stuff and throwing them out there is the old fire hose approach, where you're giving them so much in a week. You know, let's bring them into headquarters for a week, and let's just start giving them content, putting speakers in front of them. Now you're meeting with product, then you're meeting with these people, then you go over and meet with marketing. And, you know, they they fly out of that training. Yeah. You know, that was cool, but my head is spinning, and I'm trying to get my hands around everything that's going on. And then oftentimes, we say, alright. Go out into the field and sell after being fire hose. And you saw that, you know, they're forgetting 77% of the content after thirty days. If it's one of those fire hose scenarios, you can bet it'd be higher than that. And now it becomes trial by now it becomes trial by fire. Sorry, Jack. Continue. No. You're you're right. And it's much higher. The fire hose analogy. I know that's big in The States, so that's my fault. I'll give you that one, Justin. But, yeah, I mean, the the the last barrier here, and there's a lot of people chatting in the in the chat here saying you're speaking a lot of truth. This is literally all of our problems. And these these aren't common barriers. It is it's in the title. These are challenges everywhere, and it's not you're not on your own. And, yeah, the limited coaching and feedback, you know, managers are completely stretched. Right? They're stretched thin. Another session we were at this week was talking about how we do more with less. You know, feedback is inconsistent. Reps are left wondering, am I doing this right? You know, without real coaching, improvement becomes complete guesswork. You know? So so what happens? You know, reps take longer to ramp, retention drops, and performance is completely flat. But here's the thing. Right? These barriers are fixable, difficult for sure, but but totally fixable. And once you remove them, you then create space for something way more powerful, a culture of enablement that actually sticks. And I think that's the important thing in terms of the actual the culture around it. So so now we've, you know, seen the common blockers. Let's flip it. Right? Let's completely flip the narrative here. You know, what are the top performing teams that I see and that we see we see globally? What are they actually doing differently? And, you know, I I sell a tool. Right? I sell a enablement tool, but the secret actually isn't more tools. Yeah. A tool a good tool is needed for sure, and it's important to have a good tool. But imagine buying a Lamborghini. I'll say Lamborghini. Everyone says Ferrari, so I thought it'd mix up. Imagine buying a Lamborghini and leaving it on the driveway. Right? You go out every morning, you look at it, and then you go to work. You don't get in it. You don't drive it. You know, if you can afford a Lamborghini or you can afford a tool, whether that be an engagement tool, an enablement tool, and you're gonna drive it. There's no point of just sitting there. Right? You know, it's it's better habits, better culture, and and a smarter use of time. So this good, better, best, this, this diagram you've probably seen before and a meme, I should say. It's a meme, for those millennials in the room. So good teams, they train once a year. Right? They call it a day. Once a year, maybe there's a nice kickoff deck, a few LMS modules, and some product sheets, and everyone hopes for the best. Good luck. You know, your better teams, they run more regular sessions. They've got decent training where there may be the occasional quiz, a bit of a cahoot, bit of fun, or a product demo refresh. But the real game changers, these bottom ones, you know, these best teams. And and and what they do, it is a mixture of things. Right? They do some continuous training. You know, enablement isn't an event. It's an ecosystem. Those teams treat learning like a something that I don't use enough for, a gym membership. Right? You don't get fit by going once. I mean, I think I do, but you don't. And the amount of people on this call that have gym memberships that don't go to the gym enough, it happens. Right? You know, you don't get fit by going once. There's always something new, product update, you know, a new objection, a better way to pitch. And then you got the realistic practice. Right? That's the teams, the best teams, they rehearse like it's game day. You know, they use scenario based examples, peer role plays, and AI driven simulations to give reps a real feel for buyer conversations. What about memorizing scripts here? Right? It's about building confidence. And then AI, we've we've mentioned AI a lot. Right? It's big. It's big. Whether we like it or not, top performers don't wait for a manager to have time. Managers don't have time. It's just the the way it is. They get instant personalized feedback at scale by using AI. You know, AI can flag pacing, filler words, objection handling, and even empathy cues giving them the real edge to improve faster. And then, of course, all this leads to faster ramp time, higher win rates, and reps who don't just hit quota, they crush it consistently. But, yeah, Justin, you know, it's at the end of the day, it's performance isn't luck. Often, there's always a bit of luck in sales, but performance is not luck. You know, it's built and and the best teams are building it in the right way. No question, Jack. And we talk about how do you build that that best that you just saw on the slide that Jack was talking through. And that's it's we call it the three pillars because there are three pieces that can really slow you down in in achieving that best. And the first is, connecting your departments. You know, marketing creates a lot of content, product creates a lot of content, that sales training could absolutely just repurpose and use, break it down into micro sized learning, provide it in a digestible format for your salespeople, and constantly update it. So you can have assets that you're updating behind the scenes and they could update everywhere, where you're just going in and, hey, we gotta make a tweak because we just launched a new version of this product. There are new features we wanna make sure, that are expressed. We change something on a drive and it changes real time in our training bite sized training content that's accessible, where a sales rep is is accessing everything, whether that's Salesforce or whether that's the CSM or the daily stop that they make to, grab content to share or grab content to learn. It's all in the same place and it's all updated real time. And it's bringing those subject matter experts and product together with your content creators, your instructional designers, and sales, of course, as the ones that are digesting the content, and marketing that's providing, additional graphics, branding, messaging, that type of thing. In training and practicing, and I remember the days selling, years ago where it used to be, alright, here's your scenario, go in a corner with Jack and Jack's gonna play the buyer. You're gonna play the seller. And a lot of times those happen at, like, an RKO where everybody's burnt out anyway. They go in. They do a corner, and it ends up turning in a conversation because I haven't seen Jack in six months. So we practice for back and forth for, two minutes, and then we're like, oh, we got it. We know it. And we ended up just just, talking for a while. Everybody comes back together, and and that's the extent of what role play is. But what if role play could be objective, it could be scalable, and you can get feedback from an AI coach that not only knows what you're saying, how you're saying it, but also might know your sales methodology. Whether you're using, you know, MEDDPIC like we use or a different, Challenger model. You can use the parameters of your selling model, of your sales methodology to help create the scenario and your AI selling partner. So you're able to actually interact in the context of how you'd wanna approach things. And then a virtual coach provides feedback. Where can you be better? Where were you good? And we'll see an example of this in just a second. Coaching and certification. Just making sure that coaching is scalable. I mean, I I talked to one customer. Like, yeah, we coach. We do these activities, virtually. But when someone answers an activity, we have a 100 reps, and we have two sales enablement folks. They answer an activity. We have a 100 people that have submitted within the core like, twenty four hours, and then two people that in the next twenty four hours have to go through all of a 100 of those, answer them as as evenly as they can. I mean, you can imagine by the time you get to the twentieth one you're doing, there's some inconsistencies there. So to be able to have the the scorecarding, the AI feedback ready to actually provide a scalable and consistent feedback model, that makes such a huge difference. Hey, Justin. I'm just gonna just gonna address one a couple of points in the chat because, well, first of all, Mary says that she can't stop giggling, and I I don't know whether that's a good or a bad thing. I'm gonna go I'm gonna go with good. So, Mary, if it's a good giggle, another reaction is always good. And then one comment in here that I just wanted to to to raise. The challenge I face is that I wanna properly onboard and train my new hires, but their managers are like, they don't have time to train. I need them in the field selling now, and everyone's liking this comment. And this is the thing. No one has time to train. No. I don't have time to train. I don't have time to coach. Managers don't have to do it. It's a complete cultural reset. It's hard. It's really, really difficult to do it. And it's about training and teaching the the top level staff the value of doing it. You know, why should I do something like this? And if I know the benefits, then I'm likely to incorporate it in my day to day. And it is a real cultural battle, and that's where we see you have to start with. Justin, I just wanted to raise that because I thought it was super important. No. Absolutely. It's a very good point, and thank you for the continuous chat and comments in here. That's fantastic. Before we get into product and and just showing an example of how product can help, this is by no means meant to be a big tin can commercial, but we obviously know the people that use our product. And in talking to, just one of the leading beverage companies in the the the Asia Pac region right now, they were struggling big time. Disconnected content systems, you heard Jack talk about that. People were creating their own content. Maybe a group that was in New Zealand was creating an Us a a training program that was completely different than how a group in Australia was training or a group in India was training. And it just got to the point where they were there was no immediate access to the right content, the right training when somebody needed it. And they've used our platform for both content and readiness. We're not gonna talk as much about the content side of it today. This is obviously focused on training and onboarding. But from a readiness standpoint, coaching, the dashboards, creating consistent training content that's repeatable, scalable, accessible, and also that micro type learning that people are actually gonna sit down and watch a quick five minute training and say they completed it, as opposed to sitting through a loaded course in an LMS that might be ninety minutes long. I mean, we all know those are really hard to digest, especially for salespeople who have such busy days. What they saw once implementing, and we gave it some time, they ran a a full learning and training campaign, 95% adoption and uptake across that campaign. They were shocked to see that nearly every sales rep in the company went through the training content because it was modern, different languages, lot of video incorporated, animated, very quick hit. And then those that, are use that did that pumped up performance. So this is where it all comes down to. Right? It's you say you can do different training methods, you can do different coaching methods, but what we have to see and what we're all here for in the first place is the bottom line, and that's revenue and that's performance of our salespeople. For those that completed everything across this organization, their sales performance numbers increased by 24. Now we don't expect that every time. That would be, absolutely a game changer. But for some companies that really dive in and one thing I wanna point out is that when you bring on a new technology, you bring on some new methodologies, You need management buy in, and you also need executive buy in. It's so crucial. You know, they had this company actually had a dashboard, very, a limited dashboard, but enough information, and it went every day to executives that were part of the program that could see top down what the effect was. And they could see that every day in their inbox, and they were connected to it. Well, why can't we We're up to 20. Why can't we be even more? Why aren't more people completing this? If we're at 95%, we want a 100. That kind of enthusiasm creates that coaching and learning culture that Jack talked about and then creates the results on the back end. While you're while you're loading the next session, Justin, there's a couple of, there's a couple of questions here, which I think are gonna be answered within the next sort of five minutes or so. Curious how accurate the scorecarding and feedback is. We'll show you some of that. And then Leslie's talking about how we measure performance improvement. Is it something we've looked at over time, and we can we can talk to that too. Apologies if I'm not picking up on everyone's question and and chat. There's there's a lot of chat coming in. So I'll You can keep you can keep you can keep going right now, Jack, as I queue up the next screen here. Yeah. That's cool. Will a recording be shared? I'm sure they will. Jack Debono won't know the answer to that one. But, yes, I'm sure there will be a recording of this too. And and Molly says, I love practice, but the but hate the scenario you just described, the role play. Hey. Everyone hates role play. Everyone hates it. I hate it. Every single salesperson in the world hates it. And if you like it, there's something wrong with you. I I joke. Yeah. Role play is, no one likes role play. The thing is with AI role play, though, you're not you're not being judged by a manager. You're not being judged by your boss. That's that's the best thing about it. Right? Role play's scary. It's daunting. But without a shadow of a doubt, it's still one of the best things out there, if not the best thing out there. So over to you, Justin. Yeah. Thank you very much, Jack. So we're in we're in our platform now, just a a generic interactive home page. Now we allow reps to access this home page a number of different ways, obviously, through direct DirectLink, through mobile app, if they're going mobile only, and then through the CRM. So a lot of reps live right in the CRM and wanna get to their content and their training and their coaching right within the CRM, and we certainly allow that. So, when I'm in the platform, this is the content side of it where I can search for different content, narrow down different content, talk to AI about different content. But, we're actually gonna focus strictly on readiness and creating a new training and what that would look like, and how easy that is to do in in AI, not only with, different content, but also different mediums of content and create modules, create curriculums that are those bite sized learning pieces. Now the first thing I can do you know, if I'm a sales enablement person or if I'm a trainer and I wanna create a training on something, I can still engage with our AI assistant to get me going. So I could do something like, ask my AI assistant. Genie, can you create an outline for a microlearning about the Excalibur product? I've drafted an outline for a microlearning course on the Excalibur product, including slide titles, key points, and speaker notes to guide your presentation. So if you look through this, it even outlines slide by slide what that might look like, what images I should use, what my slide notes might be. When you think about it, when you're creating these quick learnings, you have to change them on the fly, new product releases on the fly, updating things on the fly. When you bring AI into it, have them do that hard work for you. And as that happens, it also pulls in all the different references. So we talked about your content being in one place and being able to pull it all into a training. This is where we're sourcing product content, even IT content with spec sheets and tech things, support package content. So I can learn about all the different things from the content that different departments are created that are oftentimes siloed as we saw in that challenge just a little while ago. Now the fun thing is, if I have to create a different version of this in a different language Genie, can you please translate that outline to Japanese? Genie, can you please translate this outline into Japanese? Something I can speak, Justin. So let's see what's going on. The Excalibur product microlearning course outline into Japanese for you. Well, I can confirm that's correct. I can tell you though just from from our references with our customers that we've been between 9899.5% correct on our translations, and we support tons of different languages. And I'm not saying it has to be big tin can, but products like this make what we used to do in trainers and structural designers and sales enablement folks. I need versions of this in three different languages, and I need to get it all out, and it has to be web based, it has to be mobile ready. To do it now becomes so much easier when AI is involved. And once we have something like this, we can create our training. And as a rep, again, I can have this right in Salesforce. I can have it right as an app on my device, and I can go into my learning, and I can see what's new. I can also search for anything that I'd wanna train on. So I can go into my learning and actually pick something out that is created for me. Disconnect the hinge. Just Also available through this menu. There's a few people asking if we can test it on the fly. Translate it into Portuguese and see which one it chooses, for example, Justin. Yeah. Let's load up a piece. So let me just check my screen here. So I've loaded up a piece of content. I think it's because I'm on the webinar at the same time it's picking up. So let me just change into different screen here. Screen share. Angolan Portuguese, John. I don't I don't know a lot about Angolan Portuguese. So in creating content, all you would do, creating I wanted to show you a piece of content, but that page is timing out. I think it's across with the webinar. I see the gold cast on there. But in creating content, all you do is upload assets. So we've uploaded an asset right here already. I'm just gonna close that one out. We've uploaded an asset already and we're in the platform. And if we have, slide notes in there and we wanna actually create an interactive experience, and we can generate narration using AI. So if I click on generate narration, this is where I can select a voice. I can select a language to actually narrate and create this piece of content. So, again, just using the slides from our presentation today, I can listen to different voices. It's not just about the sound of my voice. It's also about my tone, pacing, and intonation. Am I the voice you're looking for? So if we did wanna choose that voice, we can just click generate and save. Now one thing I wanna point out we could also do, and you saw Jack's this is where you saw Jack's avatar. We can go in and select an avatar, and the avatars can be preloaded or they can be loaded. Select the avatar. Load up. So the avatars, like, for maybe I didn't preload any. The avatars could be preloaded and they actually select your video. So Jack created one of himself and you can create one from yourself and it will narrate the content as you go. So, you can put in a voice in a video to align with this, this particular slide and caption or slide note. I'm gonna generate narration anyway. Let's do that with just authoring AI. So you can see it's starting to generate the language and the voice behind it. Narration is generated. So now if I were to watch this slide in the microlearning Global organizations and distributed sales teams can be complex and disorganized. Businesses face onboarding difficulties with accessing necessary infrastructure and technology. And that quickly, I can have it narrated. Now I can also transcribe this right in here, and I wanna translate it to let's do Jack, you pick one. German? Sounds good. You were just over there. So now we're translating notes. And we've already translated again, AI playing a huge role translating something real time. And if we wanna generate narration on top of that, we can use let's go down to German and listen to our different German voices that we have. And we'll generate that version as well and replace the existing? And the good thing is with what Justin was saying, you can use your own voice. Right? So, you know, you can become multilingual without having to learn. I'll do that in just a second, Jack. So on this one now, I can And then if we wanted to generate narration and use a different voice, perhaps a custom voice, someone like Audrey who works on the team? Is the leading sales enablement company that helps businesses harness the So like me. Brain Shark is the leading sales and there's my sample. Now all I did was talk for two minutes to get my voice in here. So all you trainers, instructional designers, any content producers out there, you can clone your voice within the product, generate the narration to match your voice. Global organization in on Vertalta Vertribstain. Now you're hearing Justin speak German. I don't speak German. This kind of complex under Nordenus here at Seine. On boarding. When is Darum get? Auf der Erforderlica infrastructure and tech So but as you load up content and you make these edits and you create things in here, you're able to do it so much faster than ever. And if you wanted to see what your end result looks like, your content modules will create for you with a play button. You can have a a full table of contents of the content you put in. You could add your author information, your title, what this training is all about. And this is all now web based training, links and thumbnails you can put anywhere that are searchable via search AI. You can ask your genie assistant to bring up content on something. It will bring this up, and you have your interactive piece of content ready for you. Organization and vertical trips teams, kind of complex on the Northeast, you're saying. And I could also add closed captioning to this. So while I was speaking German, it would say it in American or English if I wanted to, and, we can go from there. But that's the gist of being able to create these content modules very, very easily. Upload your content, then you're quickly able to add video to it, add narration to it. You can also add quiz questions, testing questions, and then you have your bite sized, maybe five minute module that you can make part of a larger curriculum, or you can keep it to, single courses that people can search for and roll themselves in. So there's a lot of self learning as well. I think that's a big thing to promote, especially in the days of the mobile environment. I'm a rep. I pull into, a parking lot maybe for a meeting. I pick out my phone and I say, I actually need a refresher on this, because they just added it to the agenda. I click a button. I watch a a small bite sized recorded training on it just to refresh myself before I go into that meeting. When we get into coaching let me just change my screen here. Jack, any other questions, comments you want to address? Just someone asking the name of the tools. This is our own this is our own solution, part of big the Big Think Count solution. And then Donetta's put we're partnering with a new sales enablement vendor, and I'm really seeing new features that I wanna take advantage of. Great. I mean, I in terms of the the new enablement vendor, there's a lot of enablement vendors out there that can do things like this for sure. You know, Big Ten can aren't the only aren't the only vendor. So it'd be worth asking, whoever your your vendor is to to see what's available. We're happy to happy to entertain that conversation, of course. Yeah. And I wanted to show earlier, I was gonna show some of the video modules or the video avatars. I think what's going on, just getting the word from the backstage here, is that when I'm running this particular Goldcast program, I can't do video at the same time production of video at the same time. So that's why you saw that time out a little bit earlier. So this is, an actual role play scenario, coaching scenario in the same platform. Again, accessible right from the same place where I'm given instructions and these can all be created, and I'll show you the creation page on the fly in just a second. But it provides instructions, the goal of the call, the objectives of the call. And once I engage so I'm gonna do a new response here. And I'll take a new take. And now it's loading the scenario in for me. So now I'm ready for this practice. We talked about people hate role play one on one. They wanna do it in their own space. Well, what if you could do it with AI? So Jamie is my buyer. She's waiting for me, and I can start having my conversation with her. Good morning, Jamie. Thank you so much for taking my call today. This is Justin Hill from Big Ten Can. We spoke before about your need for an enablement platform and really getting all of your learning and content in one place. Good morning, Justin. Thanks for reaching out again. I remember us discussing Big Tinkin previously. I'm open to hearing more about what you have to offer. Excellent. Thanks, Jamie. I know you talked to a colleague of mine, Jack Naish. The conversation didn't go super well, but I was hoping we could we could revisit and, and talk again about your biggest challenges. Can you share with me, two or three of the biggest challenges you're experiencing? Sure. I can share a few of our challenges. One major issue is that our sales team spends a lot of time searching for the right materials and tools. We also struggle with integration in our current systems, which delays our sales cycles due to disjointed processes. It's frustrating to say the least. And did Jack Naish not address these issues with you when you spoke with him? Unfortunately, the conversation didn't fully address my concerns. It felt a bit more like a sales pitch rather than a solution focused discussion. I appreciate you acknowledging that and looking to revisit things. Fantastic. Well, I'd love to set up some time to walk through the product and actually align pieces of the product to your business problems and how they can help solve those business problems, and then possibly after that, have a call about integration into different systems like your CRM. Would that be possible? That sounds like a good approach. If the product can indeed address our challenges effectively, I'd be open to exploring how it integrates with our systems. Do you have any availability suggestions for the demo? And I'm just gonna end it right there. Just Justin. I'm just gonna end it right there for the sake of time. But, one thing I wanna point out is you can actually characterize your buyer. So in this case, in this scenario, I set it as a casual conversationist that's that's very low score in terms of getting through and getting to your achievements, so it makes me look good. But you, you know, as a creator of these coaching activities, you can actually and I'm gonna submit this real quick so you can see what virtual coach does. But you can actually set up the scenario whether it's a one to many or a specific. You have a rep that's going into a very big meeting, one of their first ones, and they have to go in and, pitch to someone that they're gonna get one shot at. You can create a one off scenario for that person and have them go through the testing and go through the practice. You see that it completely trans complete transcript of everything that's happened, and I could play that back and listen to the whole call. Good morning, Jamie. Thank you so much for taking my call today. This is Justin Hill for and I can also already see where AI has scored me according to the scoring rubric. So you can score set up a scoring rubric, different categories, different score levels, and the, the virtual coach will score according to all of that the entire scenario. And I'm gonna show you a scenario build in just a second, and then we'll move back to some some quick analytics and then back to slides. But, this is how easy it is for me to practice, gain feedback, and then practice again if I wanna do a new response. So I'm able to continue to practice. And we see, it's funny, we see people practice on their own with virtual coach four or five, six times before they're gonna submit something out to their reviewer. So you can imagine the polish that they get by just going through scenarios on their own because they wanna do so well when it gets to their boss or their trainer. I wanna go back to our dashboard and I wanna if I wanted to create a new coaching role play activity, This is where I'm gonna skip this. This is just all the basics of what the instructions are, the title. But this is where the fun stuff comes in, where I'm able to create my scenario and it can just simply be a text chat scenario, maybe practicing email back and forth. It could be a turn based audio, which is what you just saw. It wasn't an animated real time conversation where she stops and starts, maybe interrupts me. That is coming. You can see the icon here that it is coming soon to the to our platform where there's no speak button. We just have a conversation and go back and forth. You can set the scene, the product or service that you're talking about, objectives, and this is where I talked about making sure that the, I'm gonna turn on advanced settings too, that the person they're speaking to is at the level that you want it to be. So I can select a different type of personality or I could randomize the personality if I'm not aware of who's that person is that might be in the room. I can set speech levels, education levels, and difficulty levels. So if I, instead of having Jamie as a very easy role play companion, went to something like the disgruntled critic and set it at expert and tried to have the same conversation, it would go a lot of different ways than that conversation just went. That was just strictly for demo purposes. We can also bring in account info and background info we might have from Salesforce, from the CRM. So there's context to the conversation, and then you can set time frames. And then the feedback and grading, this is where I can completely customize my scoring categories, my descriptions, and I can also use Genie to help me do this. So if I if they know what our sales methodology is and they wanna align feedback categories to that sales methodology, they're able to do that and and the Genie Assistant will do it for you. You don't even have to worry about it. So that's a quick example of, that role play AI, coaching AI piece of the product, and just piece of a of a general training methodology in general. I'm gonna stop sharing and show one more quick thing, and then we'll jump back into slides. There's just a few questions coming in about Salesforce AI while you're doing that, Justin, and then we'll we'll wrap up with the the fast track towards the end. Yep. And if integrated with Salesforce AI conversational insights, can the AI coach an assessment of the call? I'd have to dive into that a little bit a little bit more, but there are definitely things out there plus we we can, you know, tool like us can integrate with the likes of, the likes of Salesforce. And and then there are tools out there in our suite and other suites as well that can do live calls and recorded calls too. So it's not just role plays, to to bolster that coaching army for sure. And then from a dashboarding standpoint, being able to map completed enrollments, whether they're coaching or micro learnings or trainings, which are all tracked here in the dashboards below. But then I can look at all the completions and enrollments, and I can see, you know, who's actually doing the training, and I can compare that to data that's coming in right from the CRM, creating opportunities, creating pipeline, close rates, average selling price, sales cycle times. And I can start to align, you know, is the training working? And on top of that, I could also show skills associated with this. So I wanna see which one. So if I had a set of skills that I was using, sort of my benchmarking for, new hires or even reboarding. I could put up all my skills into the matrix matrices, and what it would give me was it would be tying the courses and the coaching activities to those specific skills, and I can see who's actually getting skills mastery, who's not, who's completing the skill courses, the skill based courses for different things. And then I can select different people. Maybe this is an onboarding class, and I can select a few people. We'll select, do you know? We can bring in, let's bring in Teresa. And so I can start to see the discrepancies of who's learning what. I can map it to what they've completed. You know, maybe really good industry knowledge, but not so good on solution messaging here for Gino. If I had Jack in here, he's done nothing, of course. So Jack's in the middle, and he's got a little bit of negotiating skills. I think he was just born with that. But he's not taking any of the training. So I can see that he's a laggard in terms of the skill set and skill mastery as I go through this. Alright. So I'm gonna stop demo now, Jack. If you wanna just address some questions while I go back to the deck, that would be great. No. I just, wasn't born with the negotiations, Phil. I appreciate it. But you're spot on. And and, I mean, I'll get talking about as as we sort of wrap up here because we're sort of getting towards the top of the hour. You know, AI, it's a game changer. Right? I mean, I never thought that I would be using AI the way the way I do. You know, for years, we've known that coaching and practice makes a difference, right, in rep performance. But the challenge has always been scale. How do we scale that? Managers don't have the time to listen to every call, deliver personalized feedback. You know, this is kind of where AI steps in. And for those of you that have listened to a couple of my talks or have done it at some previous events, you know, AI is taking away the real mundane tasks. Right? The 90% of the brain that you don't wanna do. So you can actually focus your time dealing with the customer and being present. Now I've got clients globally that that are sort of saving hundreds of hours by rolling things like this out. I save hours by using really simple AI techniques. You know, and it's no surprise that the likes of Aragon Research and and g two have called sort of AI coaching a must have and and named several of these solutions as leaders in the in the coaching world. And the bottom line to this, you know, AI makes coaching and practice not only scalable, but but measurably more effective. But let's get really honest for a second. Right? Looking at the ROI and impact onto the some of the stats on the next page, Justin. You know, everyone in the room and everyone listening here has has said that we don't have time for this. Right? And yet we also say that our reps aren't ramping fast enough. We're not hitting forecast. Our top performers are carrying the load. They contradict each other. You know, so so the the real question is, while we wrap up, is is why aren't more companies investing in AI coaching tools? You know? And and at the at the event this week in London, you know, one of the biggest reoccurring themes was we have to do more with less, less budget, fewer managers. But the irony is, you know, coaching the thing that we agree all works is the first thing to get deprioritized. Now we we have to wait for someone to have time and that time never comes. You know, these numbers you're seeing right here, and take a snapshot of this, it couldn't be more clearer. You know, 76 more in terms of win rate, 32% increase in coaching productivity, 13 x more likely to buy from someone that sounds confident. 13 x is huge. You know, this is not just ROI, this is survival. And so let's stop tooling, you know, calling, coaching are nice to have. It's it's a must have, right, with the right tool that's automated, it's scalable, and it's proven. I guess the only real question to leave you on a bombshell and let Justin wrap up is what's the cost of not doing it? Great point, Jack. Thank you. So again, Fastrack, figure out where you're at first. I think that's the biggest thing. When we go into some of these potential clients and, you know, when sales engineering gets involved, we're starting to architect the solution. Where are the gaps? Where can we have impact first? And start small. You know, it's okay to pick up one group and start with a new program and see how it works. You know, marketing does the AB testing in campaigns. Onboarding is kind of the same thing. What's working? And if we do it with small groups, figure out what's working slowly, then you get to to a place where you know, take a few small groups that you've run with and measure the impact. You saw what Lion did. They were able to quickly get to some of those data points, and that was actually part of a six month pilot, I believe. So over that course of time, they onboarded more and more teams, did it slowly, but then started to see the measurable impact. So set those benchmarks, make sure you have the right metrics in place. And I know we've been sort of doing q and a throughout. Certainly, you're more than welcome to reach out to Jack or I. We're both on LinkedIn, and we're both available. Our emails are simply first.lastnames@bigtincan.com. We welcome emails from curious parties all the time. So please feel free to reach out to us. We'll point you in the right direction. I have to do the gratuitous plug of, of my of my partner here's podcast. It actually is growing quite a bit, and, he does a great job with it. Someday, he'll even bring me on as a guest, I hope. We'll see. I'm still you know, my my resume is in. I'm just waiting for the call. But he does Yeah. Shameless shameless plug. And and what's great about this podcast is it's not, you know, this isn't some self proclaimed enablement expert that's talking about, you know, what they do and why it's so great. This is this is the approach from Jack, from Jack's point of view, the person that's getting the training, the person that has to go through these processes, and also the person that sells them. So I'll he'll he'll spend a lot of time talking about his experiences with his customers and, you know, what's worked and what hasn't. So kinda take it to the next level and that you're getting the sales rep point of view, on enablement and on readiness. Yeah. Thanks, Justin. It's available on on Spotify and where where you get your podcast. So get yourself tuned in to that. Bit edgy edgy topics. It's always good to sort of tune in. And, if you wanna jump on, just reach out. And then finally, we're just gonna end with this. You're welcome to to scan the screen. We're just doing a an industry a market survey of where you feel your sales readiness quota or quotient is at this point. You know, where are you in your journey, and what do you have left to accomplish? We'll get the results out once we finish the assessment. We're gonna get the results out to everybody that's participated so start to look at yourself compared to other organizations, different industries, different businesses, different sizes, certainly, of their sales teams. So, I encourage you to participate, by no means necessary, but if you just hit this QR code and we will send the recording out so you can even hit it from the recording when you get there. Alrighty. Well, thanks everyone. Thanks for joining. It's been, it's been good fun. It's been super fun. And I think I don't know if Jack's gonna wrap this up. I can see him backstage. So I think he's gonna pop on and, and wrap this up. Yes. Super thanks everyone for joining, and, yes. But it's been it's been good fun. Been good fun. Thank you. Thank you, Justin and Jack, for taking the time to present. And, as I did say, if anyone does have more questions, please do feel free to reach out on LinkedIn. I'm sure that Jack and Justin will be more than happy to keep the conversation going on there. And, yes, as mentioned in the chat as well, all the recordings will be sent out to everyone after this. So please do keep a lookout in your inbox for that. But, yeah, thanks again, Justin and Jack, and we'll see everyone very soon. Cheers.