Every week, more enterprise organizations see the value of virtual sales meetings, such as virtual sales kickoffs and sales enablement programs. Moving sales training programs from physical, in-person events to virtual ones can yield many benefits, including cost savings, increased learning opportunities, and broader reach across the organization. However, there are a few potential disadvantages that need to be considered.

Below are some of the pros and cons of virtual events when it comes to sales teams, as well as how your employees could be impacted so you can make the right decision for your sales team.

Advantages of Virtual Sales Training

You’ll Save Money

This one is obvious but important. Travel expenses alone can send your sales training budget through the roof. A virtual sales kickoff can help you put the dollars towards content, not hotels.

Your Staff Stays Out in the Field

You want your salespeople where they can have the most impact on your business, and that’s in the field, where they are most accessible to prospects and customers.

You Can Include More Employees

When travel costs are out of the equation, you can include far more employees who touch the sales process and your customers, helping to ensure more consistent knowledge across teams and more consistent messaging to prospects and customers.

You’ll Create More Connections Across and Between Teams

By including more employees, you’ll be creating new opportunities for teams to connect, and the design of your virtual environment can include incentives for cross-team connection and learning.

You Can Connect the Sales Team with Leaders and Executives

Not all salespeople get to chat directly with the executive team or sales leadership. A virtual sales meeting offers ways to give all your salespeople access and connection.

You’ll Create More Learning Opportunities

A virtual environment provides many ways to include training, like a virtual exhibit hall for product knowledge or a mentoring room for employee development. The possibilities are almost endless.

You’ll Focus Attendees More on Content, and Less on Socializing

While virtual training programs can include fun elements, the goal is learning, and the visual layer of the virtual environment can help keep your team directed and focused.

You Can Encourage Friendly Competition

Salespeople are competitive by nature. Offering points and prizes for completing learning sessions or interacting with experts is a perfect way to help your team get the most out of the program. 

You’ll Have Content at the Ready for New Employees

Virtual events offer the unique benefit of helping you create a content library that’s perfect for onboarding new members of your sales team. By recording keynotes and breakouts while populating the virtual environment with quality training materials, you’ll help new employees get up to speed quickly.

You Can Make it Personal

Much like having a theme at a physical event, virtual events offer the ability to use signage and backgrounds to motivate employees. Visual elements can also entertain and drive valuable learning activities with a bit of fun.

You’ll Have Metrics to Track Learning and ROI

Unlike at a physical event, everything your teams do within a virtual environment can be tracked. You’ll have access to deep metrics in real time so you can understand employee engagement, assess learning, and inform future programs.

With all of these benefits, virtual sales kickoffs are truly creating a shift for many enterprise organizations. To learn more, connect with the 6Connex team, and we’ll show you what’s possible for your company.

Overcoming Challenges in Virtual Sales Meetings

Prioritize Face-to-Face Interaction

While a fully virtual sales kickoff can't completely replicate the in-person experience, creating opportunities for face-to-face connection remains essential for team cohesion. When possible, consider incorporating small group watch parties, local meetups, or in-person happy hours to complement the virtual event. These hybrid touches help maintain personal connections when geography and budget allow.

Keep It Social and Engaging

Social interaction plays a pivotal role in building a high-performing sales team. Incorporate moments that foster personal connections, even in a virtual setting. Tie these opportunities to your program with creative ideas like team challenges, virtual happy hours, or themed networking sessions. Infusing a mix of in-person and virtual fun helps your team stay connected while reinforcing the program's collaborative spirit.

Monitor Engagement with Data-Driven Insights

One common concern about virtual events is the ease with which participants might tune out. However, virtual platforms often offer advanced tools to keep attendees engaged and provide detailed reporting on participation. Unlike in-person events, where physical presence doesn’t always equal engagement, virtual tools can track who interacts, how they engage, and for how long. Use these insights to ensure your team remains involved and adjust strategies in real time if needed.

Reframe Travel as a Flexible Incentive

For some employees, traveling to an event can feel like a well-earned reward, while others might see it as a hassle. Acknowledge these differing perspectives by being transparent about budget constraints and offering alternative incentives, such as gift cards, additional PTO, or exclusive experiences. Highlight the convenience of virtual participation for those who value time savings and comfort, making it clear that flexibility is part of the program's appeal.

Balance Work with Fun

Virtual sales training risks being perceived as overly practical and lacking the excitement of in-person events. Combat this by injecting your company’s culture into the experience. Use creative elements like themed virtual backgrounds, employee-submitted videos, and gamified challenges with leaderboards to make the event more dynamic and enjoyable. When employees feel engaged and valued, they’re more likely to embrace the virtual format.

Real Results from Virtual Sales Events

SonicWall: Active Engagement and Dramatic Savings

The great news is many enterprise organizations have taken the leap before you, and we know they are seeing great results. Global cyber security company, SonicWall, made the shift from physical to virtual sales meetings and realized measurable results. Participants viewed more than 15,000 content items with an average of 6 hours of viewing time while the company saved 80% compared to the cost of hosting a physical event. But was it successful in training and motivating the sales team?

Chris Szarlacki, Director of North America Channel Marketing for SonicWall, noted after their first virtual sales kickoff, “The return on our investment on the virtual platform far exceeded our initial expectations. We received a much richer, more dynamic experience—well beyond what most were expecting from a standard webinar. It felt like we were all there.” Building on that experience, SonicWall has expanded their use of the virtual platform, leveraging the technology to reach and engage more employees.

Salesforce: Praise from Employees

Another great example is Salesforce, which used the virtual event platform for several virtual kickoff events. The company moved from an entirely physical training event to an entirely virtual experience, and leaders were admittedly nervous about the reactions of employees. During and after the first live virtual kickoff week, Salesforce captured direct comments from attendees, who had overwhelmingly positive feedback: 

“I’m getting more out of the virtual kickoff than the physical kickoff. I’m not hung over, so I can participate and learn more!”

“I really enjoyed the leaderboard, watching my points go up throughout the event.”

“I was able to connect with more of my colleagues in the virtual event than at a physical event”

“I felt really spoiled because friends in other parts of the company saw what we had and couldn’t believe how cool it was. I loved it.”

“I love that I can take my time and can view sessions again.”

“Even though I’m in a remote office by myself, I felt connected and engaged all week.”

Explore Virtual Sales Enablement

These are the comments we hear from customers again and again, who hear directly from their employees that virtual sales kickoffs and training engage and motivate them. Relying on the experience of enterprise clients who’ve already made the leap, our team can provide you with expert guidance to build your virtual sales enablement program. If you want to know more, connect with the 6Connex team for a demo.