In today’s selling environment, the stakes are higher than ever—and every misstep can cost you a deal. To stay competitive and win more, go-to-market teams need to facilitate training that ramps reps fast, builds critical skills, and drives business outcomes.
But traditional training often misses the mark, especially in today’s market. It’s too broad, not personalized to the rep’s skills or needs, and according to 72% of sales leaders, it fails because it takes a one-size-fits-all approach.
To elevate performance, training and coaching needs to be dynamic—adjusting to each person’s unique skill set, gap areas, and learning progress. Thanks to AI, go-to-market teams can reimagine what once may have seemed impossible.
Adaptive Learning, powered by Highspot’s AI and analytics engine Nexus™, makes this level of personalized learning not only possible, but easy to implement at scale. Whether you’re onboarding new hires or helping seasoned sellers sharpen their edge, Adaptive Learning tailors each path to what matters most—maximizing time spent building the skills that drive revenue.
Here are a few tips to leverage Adaptive Learning in Highspot to boost learning impact and transform go-to-market performance.
Personalize Learning Paths to boost rep performance
A core issue with traditional sales training is that it’s not relevant to the learner. Static, standardized programs fail to engage reps, as one-size-fits-all experiences fail to take into consideration what each rep really needs. The result is low training adoption, disengaged reps, wasted time, and limited performance gains.
Sales leaders are turning to AI to transform how they train and coach their teams. This year alone, 164% more companies are leveraging AI to optimize their training programs. With Adaptive Learning, you can tailor Learning Paths to meet reps where they are in their learning journeys—whether they’re onboarding or looking to uplevel. Trainers can set Learning Paths to be required or optional, and reps can skip training they’ve mastered to focus on other activities more likely to accelerate their growth.
TIP: Personalize Learning Paths using AI and ensure every rep gets exactly what they need to succeed. This tailored approach doesn’t just improve learning efficiency—it translates directly to business results. Teams that leverage Learning Paths see 11% higher buyer engagement and, by adding AI into the mix, are 35% more likely to increase average deal size.
Scale winning behaviors with skill-based coaching
Dynamic training alone isn’t enough to change rep behavior. To improve performance at scale, Adaptive Learning must work in tandem with targeted, skills-based coaching—delivering personalized training and coaching that evolves with each rep. Together, skills-based training and coaching reinforce learning to further rep development and drive behavior change at scale.
With Skill Coaching, managers gain a holistic view of rep performance and can leverage AI-powered skill assessments and real-world insights to inform next-best coaching actions. Having a structured competency framework helps managers identify the skills that drive success, assess reps, spot gaps, and deliver targeted coaching that drives business results.
TIP: Use a competency framework to further personalize rep development and coach to winning behaviors. Today, half of high-performing companies leverage a competency framework to optimize their coaching. Those that do are 19% more likely to increase average selling price and 13% more likely to improve buyer engagement.
Leverage Scorecards to track rep progress and improve business outcomes
To coach more effectively and win more deals, you need visibility into how reps are learning and applying key skills. Only one in four companies use analytics to measure training or coaching effectiveness, but rep readiness isn’t measured solely by completion. Adaptive Learning surfaces outcome-oriented data to help managers and enablement coach smarter to improve business results.
With Highspot’s Course Scorecard, enablement leaders can quickly visualize how training is performing across teams. From enrollment and progress to scoring and completion, you can spot roadblocks, identify at-risk learners, and take action to keep everyone on track. The Learning Path Scorecard brings this same level of visibility to broader training journeys—helping teams assess engagement over time, ensuring they are training and coaching reps to win more deals.
TIP: Leverage Course and Learning Path Scorecards to identify learning gaps and improve rep performance. High-performing companies are 22% more likely to use analytics to measure training and coaching effectiveness. To improve rep performance, start by measuring what works.
Train smarter. Coach better. Win more.
Forget one-size-fits-all training. AI is ushering in a new era of enablement—one where every learning path, coaching moment, and feedback loop is actively building the real skills reps need to win deals.
With Highspot, powered by Nexus™, your team has the tools to ramp faster, close skill gaps sooner, and turn learning into lasting performance.
Ready to transform rep development with Adaptive Learning? Explore what’s new in our Summer Launch ‘25 by watching our roadmap webcast on-demand.
This blog post is part of Highspot’s research-backed blog series, Highspot Insights. With the help of our research teams, we provide data-driven best practices for sales enablement. If you have a topic you’d like to learn more about, please let us know. We’d love to hear from you.
