Thanks to technology, sales is now a new game. Buyers have already researched your product (and the competition) and are much further down their purchasing process before they even meet your sales rep. In fact, 64.5% of sales reps have reported experiencing more complex sales processes. This means that your reps need sales readiness and training to be ready for more complex and advanced conversations in their meetings and demos.Continue reading article ›
Sales Coaching: 4 Best Practices from the World of Sports
What do sports teams, households, classrooms, and sales teams have in common? There’s a coach backing all these teams who enables and motivates people to succeed. If you take a moment to think about it, you may begin to see coaches in almost every aspect of your life. Coaches can take the form of a parent, professor, mentor, The Voice, NFL head coach, sales manager, or even your friend.
From competing for my high school track team to my job here at Highspot as an account development representative – I attribute my growth, drive, and success to the individuals who have coached me. The coach who helped me perfect my form over the hurdle, the coach who helped me close my first deal.
These coaches made a huge impact on me personally, and I’ve come to appreciate the skills with which they helped me develop. Coaching has been and always will be about helping your people experience meaningful progress and growth.Continue reading article ›
LearnCore + Highspot Integration to Provide Access to Content, Coaching and In-Context Learning
According to Mark Lindwall of Forrester: “The onus is on sales leaders, sales trainers, and other sales enablement professionals with responsibility for training the sales force, to revamp current development practices and realign salespeople to their buyers’ needs so that buyers experience more valuable conversations that make it easier to buy.”
That’s why we’re excited to announce our new partnership with LearnCore, the innovative video coaching and learning solution for sales and customer success teams. Through this integration, we’ll work together to focus on helping sales teams better leverage their training within the context of their content and daily sales activities. By combining LearnCore’s innovative approach to sales rep learning, testing, certification, and coaching with the power of Highspot’s sales enablement platform, the integration provides reps with one-stop access to the tools they rely upon for effective customer conversations.
Old School Meets New School—How Top-Performing Sales Organizations Onboard New Reps
Those two words can make even the most seasoned professionals cringe. After all, by the time we’re entrenched in the business world, we think we’ve long since left the classroom behind.
But the fact remains, there is still a place for classroom environments in some business scenarios—and immersive sales training is one of those areas. In fact, SiriusDecisions recently released its State of Onboarding 2017, and 73% of top-performing (and even 73% of less-than top performing) organizations still rely on classroom training to onboard new sales reps.Continue reading article ›
ATD International Conference & Exposition in ATL
The future of work is most definitely upon us, whether we’re ready or not. Millennials are playing an active role in changing how we all work, from expectations around technology to success measurement to how, when, and where “work” occurs. And, this makes sense. PWC says millennials will make up 50% of the workforce by 2020, so it’s only natural they’re taking the rest of us on a journey of adaption when it comes to the way we approach day-to-day business life.Continue reading article ›
Make This Your Best Sales Kick Off Ever—Five Areas of Focus
As we’ve all settled back into life the first few weeks of 2017, there have been plenty of water cooler conversations about holidays, trips, and new year’s resolutions around the halls of Highspot. We’ve also talked a lot about what we learned in 2016, and how we plan to apply those learnings in 2017.
Sales Kick Off (SKO) is often one of the best places to put together a structured plan for applying new learnings. By planning ahead for what your reps truly need to succeed after SKO, you can have your best sales year ever.
Put a little focus on these five areas, and you’re bound to see long-term success from this year’s efforts.Continue reading article ›