Kilroy was here
Kilroy was here, in a Zoom call with me this morning. No kidding!
I hadn't seen Kilroy for about 30 years, but he showed up this morning in the Zoom meeting. Kilroy typically appears as graffiti, with the face just poking above the bottom of the frame and two hands with the caption "Kilroy was here". Hence Kilroy is his Zoom handle.
Kilroy has 5 brothers and sisters shown in the image below and they are all making basic setup errors that detract from their virtual presence and undermine the overall impact of visual communication.
The six basic setup errors impacting virtual presence
We see these same 6 basic errors in every sales team in their "before state". I was on a webinar last week run by a sales training company and there were hundreds of participants. I screenshotted the first two pages and one or two of these same 6 errors were made by 90% of the attendees.
Dave Kurlan at OMG has surveyed more than 100,000 salespeople since the pandemic began and more than 50% of salespeople surveyed rated themselves as poor to very poor in video competency.
There are several reasons why poor video competency persists:
- There are no objective standards in the organization for "good virtual presence"
- Executive management is unaware that salespeople are detracting from the company's brand mojo.
- Sales managers are not tasked with raising virtual presence standards.
How CAN WE IMPROVE VIRTUAL PRESENCE?
Virtual presence can improve and fast!
But it requires a video competency foundation. This could mean an equipment upgrade and skills training that includes:
- A home office setup where salespeople can do good work for 8 hours with minimal distractions
- Equipment upgrades include video-camera, lighting, and high-quality microphone
- Tuning your setup so that lighting, camera angle, sound, and background contribute to clear communication
- Investing in a virtual background that shows your brand in a consistent and compelling way
- Teaching salespeople new visual communication techniques and skills
- Company standards for what “good virtual presence” looks like
- Mentoring salespeople to appear on-camera with confidence, energy, enthusiasm and dressed for success, (tee-shirts, hoodies, baseball caps are out, the minimum acceptable standard for virtual selling is a polo shirt).
Let's get started!
- Invest in your team’s virtual selling environment for the long-haul
- Set company standards for “Good” virtual presence
- Train sales managers - they go first
- Managers track and mentor their team's virtual presence
- Train and certify your team to engage buyers in a way that takes your brand mojo from "meh" to awesome!