Resolute Investment Managers, Inc. is a diversified asset management platform that partners with more than 30 best-in-class investment managers. Resolute realized that the finance sector’s sales methods and purchasing behaviors were rapidly evolving as the digital era progressed, and have since been at the forefront of the industry’s technology revolution. As Resolute has evolved its sales process, its enablement needs have shifted from handing out pamphlets to equipping, training, and coaching for the modern sales landscape. In a highly regulated industry, the ability to quickly and dynamically respond to regulatory changes is also necessary to stay compliant.
BOOSTING PRODUCTIVITY IN A REGULATED INDUSTRY: HOW RESOLUTE INCREASED BUYER ENGAGEMENT BY 10X
- 60% increase in sellers achieving quota
- 10x increase in buyer engagement
- 50% decrease in seller ramp time
Over the past five years, we have seen the product evolve and become an even more critical ingredient in how we think about the world and push out our content.
LOW ADOPTION OF PREVIOUS TOOL CAUSED PRODUCTIVITY AND COMPLIANCE BARRIERS
To keep up with changes in the financial services industry, Resolute’s team sought a robust sales enablement solution. However, after implementing its former solution, it struggled to gain adoption from both the sales and marketing teams. With separate places to access training and sales content, sellers wasted time trying to find the training they needed. “It was very difficult to get people to go to the other platform, and then I would wind up creating a spreadsheet and putting it on Highspot with the links to all those training sessions,” explained Dana Klein, VP of sales strategy and planning.
Due to low usage, the firm had a difficult time measuring the effectiveness of its content and training. “Our focus goes beyond knowing how to sell,” noted Klein. “Our sales reps must understand how our products work and where they fit in a client’s portfolio. This knowledge is essential to ensure that reps provide accurate recommendations to clients.”
Resolute needed a consolidated tool to boost sales efficiency and effectiveness while also staying compliant with the rules of the financial services industry. The team recognized the importance of obtaining approval from their compliance department for any solution they implemented, and they needed to ensure they were operating within the guidelines of the highly regulated financial services industry to avoid penalties and build and maintain clients’ trust.
UNIFIED SOLUTION BOOSTS ENGAGEMENT AND SUPPORTS COMPLIANCE
To remove adoption barriers and fulfill the needs for both greater digitization and controls to support compliance, Resolute chose Highspot as its single platform for content, training, and analytics. “The unified platform makes a big difference. With everything available in one place, there is no need for sellers to click through to another platform or sign on repeatedly, which can be a frustrating experience,” shared Klein. With a unified approach to content and training, Resolute streamlined workflows for sellers and improved cross-functional collaboration. “Training & Coaching gives me the ability to work with sales managers, product specialists, and investment managers and build out a nice package of information,” noted Klein.
To make things even easier for sellers, Resolute leveraged Highspot’s integration with Salesforce to reduce the number of touchpoints where sellers log information. “If it’s not in Salesforce, it didn’t happen,” said Klein. “Reducing frustration, such as multiple logins, ensures sellers remain focused on the task at hand.”
With Highspot’s Pitch capabilities, Resolute sales reps had another successful tool to optimize client interactions. Using Pitch Styles, the team built digital sales room (DSR) microsites for sellers to personalize to their clients for better engagement. Additionally, reps easily send material via email using the Outlook integration. “One significant advantage is that emails can be sent directly from Outlook, bypassing the potential roadblocks created by client firms’ VPN or firewall,” shared Klein.
Helping firms with regulatory challenges is one of the key advantages that Resolute found in its partnership with Highspot. With requirements such as the Global Investment Performance Standards (GIPS), which mandated annual sharing of investment performance data, the team must track what has been pitched, to whom, and when. “We use Highspot to pitch those updates to everyone we are required to share that information with,” said Klein. “That way, we have a record of who received the original report, so we can send them the latest version. This wouldn’t be possible if we simply sent the updates via email attachment.” Highspot’s custom Analytics generate robust engagement reports, allowing Resolute’s compliance team to better manage regulatory requirements. “For example, if a pitch goes to more than 25 people, it is generally considered advertising, and the compliance department needs to document this,” explained Klein.
Analytics provides visibility for Resolute leaders and sellers alike. Managers can see who is using what content, identify the most popular items, and see what’s trending. Sellers can improve prospect and client relationships by better understanding client interests and focus areas. “We can pinpoint the ideal next step for when product content engagement increases,” said Klein.
The support we receive from Highspot has been phenomenal, far exceeding our expectations.
DRIVING PRODUCTIVITY AS THE BUSINESS EVOLVES
Since implementing Highspot, the Resolute team has achieved staggering improvements in productivity and engagement, including a 50% decrease in seller ramp time, a 60% increase in sellers achieving quota, and a 10x improvement in buyer engagement. Viewing its Highspot team as core business partners, Resolute also considers customer service to be a key value of its investment in the platform. “Over the past five years, we have seen the product evolve and become an even more critical ingredient in how we think about the world and push out our content,” shares Klein. “The support we receive from Highspot has been phenomenal, far exceeding our expectations.”
Resolute acknowledges that it is only at the “tip of the iceberg” when it comes to what it can achieve in its partnership with Highspot. “Our team perceives Highspot as a solution that can scale and evolve alongside Resolute. We took into account our future vision five years down the line,” noted Klein.
Our team perceives Highspot as a solution that can scale and evolve alongside Resolute. We took into account our future vision five years down the line.