Growth is good — until it isn’t. Rapid scale puts sales leaders and enablement teams under pressure to boost new rep productivity in addition to improving current rep performance. As leading social media platform Hootsuite grew, the challenge of achieving both became their top priority.
Hootsuite’s Global Sales Enablement Manager, Shamis Thomson, started to solve the problem of achieving faster seller success by assessing the effectiveness of Hootsuite’s existing sales tools and resources. Digging deep into content analytics within Highspot, their sales enablement platform, Shamis discovered something fascinating: Highspot could help his team look at the extent to which reps were engaging with training and selling resources and correlate with their sales performance and level of effectiveness with buyers.
After doing some analysis, Shamis discovered that the more reps engaged with selling resources and training content within Highspot, the more they sold. Shamis recognised the opportunity right away. If his team could keep reps training and accessing resources within Highspot, they could boost seller performance for both incoming and tenured reps.
Shamis wasted no time. Working cross-functionally to build on Highspot’s core content management capabilities, he worked with teams internally to reorganise all onboarding and sales training content into a dynamic, self-guided experience within Highspot using SmartPages™ – then focused on driving rep engagement with the platform.
The more reps engaged with selling resources and training content within Highspot, the more they sold.
The result: after just three months and continuing to track for the next year, Hootsuite’s most-adopted sales technology platform has consistently contributed directly to a 70% increase in closed-won revenue from the most active Highspot users.