4 Ways to Get Your Team to Use 1-to-1 Video

Most salespeople avoid using 1-to-1 video even if they know how effective it can be.

Why?

• It’s unfamiliar
• It feels awkward
• They’re unsure what to say
• They’re afraid of looking unprofessional

You’ll notice none of these issues are a result of the technology. It’s entirely a comfort and confidence problem.

Video breaks the norm. And anytime we ask people to step outside of what’s comfortable, even slightly, we hit resistance. Salespeople are used to email templates and call scripts. Video feels risky by comparison.

But that discomfort doesn’t have to be permanent. The key is to help them feel safe trying, supported while learning, and rewarded when they succeed.

To get your team using video, you have to empower them.

The Four Levers to Drive Adoption

Working with hundreds of businesses, here’s how we’ve seen the best teams adopt 1-to-1 video.

1. Normalize It Through Leadership

If managers and leaders aren’t using video, salespeople won’t either.

Adoption starts at the top. When leadership leads by example, sending 1-to-1 videos to their team, using video for praise, feedback, or even internal check-ins, it shows reps that video is part of the culture.

Leadership doesn’t need to be polished or perfect. In fact, seeing an imperfect video from a VP or sales manager lowers the perceived pressure for the team. It sets the tone: “This is more about presence than production value.”

Make 1-to-1 video part of the rhythm of how your team communicates. A short Loom after a great call. A video recap after a big win. A personal note of encouragement. These moments model behavior and normalize the medium.

Culture Tip: Start every Monday meeting with a 60-second story of a salesperson who used video effectively. Keep the success small and relatable.

2. Make It Easy to Start

Reduce the barrier to entry:

• Provide a script framework
• Share examples of great rep videos
• Encourage quick, 30-second messages

Start by helping them with simple, low-risk prompts:

• “Send a thank-you video to a prospect who just booked a meeting.”
• “Record a video summarizing your last call and sharing next steps.”
• “Welcome a new lead who downloaded a guide or ebook.”

Use templates and training wheels. Provide them with frameworks:

• Say their name
• Mention something specific
• Share a quick insight or resource
• End with one simple CTA

Keep the pressure low. Keep the energy high. The goal in the beginning is just confidence.

The salespeople who feel the safest will be the first to try. Make that trial frictionless.

3. Coach and Review Videos Together

Treat video like call reviews. Watch and improve as a team:

• What worked?
• What felt natural?
• Where can we simplify the message?

Salespeople need to know that the goal is to always be practicing and improving. Create a safe space to share wins, laugh at awkward moments, and celebrate progress.

Incorporate video reviews into weekly team meetings or pipeline reviews. Play clips that show energy, personalization, or creative delivery. Talk about what made them effective, and how others can try it.

Encourage peer coaching. Let reps give each other feedback on tone, pacing, or clarity. This builds trust and gets everyone invested in improving the craft.

Pro Tip: Use a shared Google Drive folder, Slack channel, or CRM integration to collect, categorize, and showcase great videos by stage or scenario.

Teams improve faster when they see what good looks like, and know they’re not being judged.

4. Tie It to Outcomes (and Celebrate Wins)

Track when 1-to-1 video gets results:

• Higher open rates
• Faster replies
• More booked meetings

Then share the impact:

“Brandon got a call back in 3 minutes with a 47-second video.”
“This prospect replied after ghosting for 3 weeks. All because of a quick follow-up video.”

Storytelling drives adoption. If reps don’t see a clear link between the effort and the reward, they’ll revert to what’s familiar.

Use your CRM and email tracking tools to show where videos are moving deals. Look at reply times. Look at conversion jumps. Share that data and make it human with real names and stories.

Gamify the rollout. Create a leaderboard. Run a 2-week challenge: “Most watched video,” “Fastest response,” or “Best internal champion enabler.” Keep it fun, measurable, and tied to real deal progress.

When people see that video is a winning skill, they’ll invest more.

Get Your Team Excited

Reps won’t use video because you tell them to.

They’ll use it when:

• They see leaders doing it
• They feel safe practicing it
• They get clear examples
• They start seeing results

It’s not about getting it perfect. It’s about showing up differently, more human, more engaged, and more trusted.

Start small. Celebrate progress. And build a culture where personal connection becomes a competitive advantage.

Curious what 1-to-1 video (and every other trust play) could do for revenue? See it in action with the The Endless Customers System™. If you want to learn how the framework drives trust and growth without outside agencies, let’s talk.