How ApplyBoard Increased Quota Attainment by 56% with Highspot

Dynamic industry, evolving needs

The international education industry changes constantly, and over the years, ApplyBoard has become an expert at keeping pace with the frequent transformation. “One of the most unique aspects of the international education industry is how deeply it is influenced by external elements like immigration reform, global mobility trends, and geopolitical shifts,” began Sobia Younus, senior manager of sales learning and enablement at ApplyBoard. “It’s often at the mercy of forces beyond its control.” 

Change may be a constant, but that doesn’t make it any easier to navigate. “Salespeople in this space aren’t just selling a service,” explained Younus. “They’re realigning their strategy in real time.” To keep reps abreast of changing conditions, ApplyBoard initially used a more limited enablement tool. “When we built our enablement infrastructure, our primary focus was on structured learning,” contextualized Younus. “Our tech stack leaned toward a traditional LMS, which served its objective at the time.”

But as ApplyBoard grew, the tool wasn’t enough. Reps needed instant access to real-time support that evolved as quickly as the market did. “Enablement couldn’t live in siloed training modules,” continued Younus. “It had to be integrated into the daily flow of work.” As ApplyBoard considered how to keep reps informed on the latest in their industry—especially as policies changed overnight—it began searching for a more comprehensive platform. “We needed more,” confided Younus. “We needed a true enablement platform.”

ApplyBoard then found Highspot. In making the switch, they were immediately able to act more strategically. “It was a mindset shift, from ‘How do we train people?’ to ‘How do we enable performance?’” shared Younus. “Highspot gave us the edge to do just that.” With the right solution in hand, ApplyBoard began designing a strategy built to drive performance, no matter the turbulence ahead. 

Change management, standardized

ApplyBoard’s enablement team is confident in the face of change. “Effective change management starts with empathy and ends with enablement,” clarified Younus. It’s a philosophy the team lives by: When unexpected policy shifts hit, they’re ready to create clarity and respond proactively. 

With Highspot, even the most disruptive moments no longer faze the team. “A great example was after the Immigration, Refugees and Citizenship Canada (IIRC) updates,” explained Younus. “That significantly impacted which programs and institutions were feasible for students and created a sudden shift in our go-to-market approach.” The updates disrupted student pathways and left reps without a clear path forward. Chaos seemed inevitable.

Instead, the team deployed their new change management strategy. “We leaned on Highspot to bring structure to the chaos,” continued Younus. “We created tailored Sales Plays that included updated talk tracks, segmented school lists, and suggested outreach templates.” Using Plays, the team swiftly shared updated materials and ensured every rep was informed and ready to execute. “Because the Play lived in Highspot, we could monitor engagement, usage, and adoption globally,” added Younus. “It was a vehicle for alignment.” 

Beyond large-scale change initiatives, the team uses Highspot to conduct ongoing training, including via a recurring program, Learning Tuesday. “We share short, impactful learning that fits easily into the flow of the week,” shared Younus. “Each Tuesday, we choose a specific focus area and build a supporting asset and quiz aligned to what salespeople are navigating.” Rapid, real-time learning and regular, ongoing development—it all supports the team’s philosophy of empathetic enablement built into rep workflows. And it works: Reps save 10 hours per week, time that can be spent in the field, building stronger relationships with students and clients. The result is incredible. Already, quota attainment has increased by a staggering 56%. 

Empowered reps, measurable outcomes

ApplyBoard has mastered change management. With Highspot, it’s all just part of its teams’ workflows—and they’re ready to execute. “Change is inevitable,” acknowledged Younus. “But chaos is optional.” The organization recognized that the industry won’t be changing anytime soon—so it decided to change with it. “Highspot gave us the ability to roll out updates with precision and speed when major changes hit,” praised Younus. “It turns change into action.” 

That newfound agility has had a considerable impact on the metrics that matter. Recently, the team has focused their efforts on onboarding and, as a result, reduced ramp time by 50%, from 60 days to just under 30. And that’s just one example of the success the team has already achieved. “We’ve had so many wins since we started using Highspot,” concluded Younus. “We have seen clear improvements in key sales performance metrics that support our business goals. Enablement has played an important role in that progress.” With Highspot, ApplyBoard transitioned its enablement approach from siloed, stagnant training to a dynamic, operationalized change management process. By shifting enablement platforms and mindset, ApplyBoard enabled its reps to weather any storm.