Michael Whatley

Senior Manager, Learning Design & Operations
Cox Automotive

Recently, Chief Learning Officer Magazine profiled Michael for his launch of a video-based, peer-to-peer coaching system for sales teams. The platform allows a national team of sales professionals to give instantaneous feedback of their colleagues’ handling of sales scenarios, verbal and nonverbal cues as well as fill in gaps in sales knowledge. Michael will speak about this peer-to-peer approach to learning and its advantages over traditional coaching or classroom-based learning.

Check out the incredible speaker line-up to see who will be joining Michael.

Download The Latest Agenda

Agenda Day 2

Sunday, June 11th, 2017

8:50 AM How Video Feedback Powers Peer Coaching Among Sales Teams

Sales coaching is critical for the business and difficult to do well. A new video-based approach by Cox Automotive (Kelley Blue Book, Auto Trader, etc.) allowed the company to drop its reliance on expensive coaches, staid classrooms and costly national meet-ups. In its place, a video platform, allows sales teams, spread across several states, to assess each other sales calls, objection handling and verbal and nonverbal cues through time-stamped video feedback from their peers. Coming on the heels of a recent merger, the video tool also allows sales professionals from different subsidiaries to share their expertise in certain subjects while alerting them to blind spots they may have with other newly added products.

Why the social aspect of video critiques makes new sales training stick
How video allows sales members to share their expertise and identify their blind spots
Visual learners benefit from watching others, and those who like to learn through doing can record their calls for critiques