Highspot Blog

sales onboarding

Think back to the times you’ve gone through a new employee onboarding program (NEO) — chances are you got a pretty good feeling for how much the organization invests in its employees just from those first few days. Sales onboarding is no different. 49% of high-performing sales reps identify the availability of onboarding as “very to extremely important” when considering a new position, according to SiriusDecisions.

Sales onboarding not only matters to top sales talent, but to sales and executive leadership as well. Sales and executive leaders are responsible for ensuring that the company is hitting its quota targets; therefore, they need to ensure that they are preparing enough quota-carrying reps to be out in the field at any given time. Unfortunately, on average, new sales hires spend 10 weeks in training and development and only become productive after 11.2 months, according to Sales Management Association.

As a leader, how can you make the most of every chance to improve the sales productivity of your reps? Here are five important opportunities to keep top-of-mind.

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sales effectiveness

What is sales effectiveness?

There isn’t one single answer. Some might say effectiveness comes down to performance against goals, while others might define it in terms of revenue or profit. Sometimes, it even gets conflated with sales efficiency. While both sales effectiveness and sales efficiency relate to the improvement of sales performance, efficiency reveals how fast sales reps complete tasks — but not whether they’re performing the right tasks. That’s the focus of sales effectiveness.

Because sales effectiveness is variable and unique to each company, it can be difficult to assess your sales team’s efforts. But without a clear definition of sales effectiveness, it’s impossible to get started measuring and, most importantly, improving.

To help with this conundrum, we’ve written a guide to provide a straightforward explanation of sales effectiveness and the metrics that matter. Read on and we’ll walk you through the process of identifying, measuring, and improving your sales effectiveness.

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sales operations

In the early days of sales operations, sales ops professionals measured financial analytics, conducted reports, and predicted sales forecasting. Mainly, they were problem-solving number crunchers.

These days, they do all that and much more.

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both the top- and bottom-line performance.Continue reading article ›

marketing content that sales will love

Despite all of the effort that goes into creating content, an eye-opening 60 to 70% of marketing content sits unused. This means that a significant portion of the time and resources going into content creation is really just going to waste.

How can you ensure that your sales team will use your marketing content? Here are five tips to create content that your sales team will not only use, but love.

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Steve Jobs once said, “Design is not just what it looks like and feels like. Design is how it works.” I think company culture is similar. Culture is not just what it looks like and feels like, but how it works in a way that supports, inspires, and stretches people to do their best work.

Our leadership team actively discusses how we can continue to construct a culture that not only feels good, but works to help people get their jobs done. We’ve made good progress, which recently was recognized with a clean sweep of the 2018 Comparably Awards. The final data set was compiled from nearly 10 million ratings across 50,000 U.S. companies on Comparably.com. Highspot earned recognition in the following categories: Best Company Culture, Best Company for Women, Best Company for Diversity, and Best CEO.

As gratifying as it is to be recognized, it does not mean that the work is over. It is simply fuel for the fire that drives us to constantly improve.

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sales readiness

The term “practice makes perfect” is often associated with coaches and their effort to persuade individuals on their team to train as much as possible during their free time, and it turns out that these coaches were on to something. Studies have found that in order to become an expert, individuals must spend no less than 10,000 hours practicing and honing their skills.

The idea that practice makes an individual better applies to far more than team sports: it is also applicable when discussing the ever-changing B2B sales landscape. Today’s buyers are more informed and demanding than ever and require that sellers are ready at a moment’s notice with value-added insights. Before this can occur, however, reps must be equipped with the proper training and tools to quickly navigate these complex buyer conversations. If not, sellers will find new opportunities at organizations they feel will provide the tools and support they need to thrive and evolve.Continue reading article ›

Why Highspot was awarded 2019 Glassdoor Best Places to Work

Pop the champagne — Highspot has earned a Glassdoor Employees’ Choice Award, recognizing the Best Places to Work in the U.S. in 2019!

Every year, companies around the globe strive to achieve the honor of being named a top workplace by Glassdoor. Employees hold the cards with the ranking being based purely on the quantity, quality, and consistency of reviews.

Here at Highspot, we put our people first. Being recognized as a Top 10 Best Place to Work is an incredible accomplishment worth celebrating — but it doesn’t mean that the work is over. Building a winning work environment is not a one-time undertaking, but an ongoing mission that requires zeal, dedication, and constant discovery of employees’ wants and needs. This award provided us an opportunity to analyze first-hand feedback about what makes people excited to come to Highspot every day.

What is the DNA of an award-winning workplace? To crack the code, we examined our reviews on Glassdoor. In between mentions of the best-in-class product and location in the heart of downtown Seattle, a common theme emerged.

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4 techniques for effective consultative selling

To traditional sellers, consultative selling can feel intimidating. Instead of maintaining power in the selling process, the seller must yield it to the buyer. It’s certainly not easy to do, but consultative selling can pay off because it provides the personalized experience that modern buyers have grown to expect today. It requires selflessness and time, but implementing consultative selling techniques can help grow an organization’s sales team, increase customer loyalty, and solve each customer’s biggest needs.

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Jon Perera, CMO at Highspot

Over the course of the eight weeks I spent meeting with venture capitalists, mentors, and more than 12 companies during my career search, one conversation really stood out. An interviewer said to me, “The right opportunity is going to present itself — and when it does, you’ll just know it.”

In the days that followed, I noticed something interesting. In my free time, I was building out business plans for Highspot’s international expansion. I wasn’t working at Highspot yet, but already my mind was churning with ideas for how to help drive the next wave of growth.

What played into Highspot’s impactful impression on me as a candidate? It was more than the sales enablement category growth, the caliber of the leadership team, and the numerous company awards including the SIIA CODiE Award for Best Sales Enablement Platform and the MarTech Breakthrough Award for Best Overall Sales Enablement Solution. Three factors played a pivotal role in making this career decision one I could make with confidence and conviction: the product, the customers, and the culture.

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getting guided selling right

Selling is hard. Doing it well is even harder. On any given day, a seller has to keep track of multiple tasks, diverse objectives, and different layers of information in order to have a chance at making the sale, not to mention meeting quota.

To start, a sales rep has to have the most up-to-date information on products and be trained on new versions, new messaging, and new features and functionalities. Reps have to understand and put into action their company’s sales methodology whenever they engage with prospects. And they must have just the right content on hand, ready with the information their prospect needs to help them progress through the buyer’s journey, taking another step toward making a purchase decision.Continue reading article ›