The most successful enablement teams prove to be resilient – and innovative. While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They’re willing to make mistakes, test new angles, learn, and evolve. They dare to go beyond what’s historically been possible.
Teams that push the boundaries of enablement are the ones that overcome their biggest challenges and unlock unprecedented growth. Taking advantage of new ideas and innovation enables you to discover uncharted territory and untapped potential for your team. By learning from past experiences, iterating your approach, and measuring results, you can be well-equipped to drive business impact against the core initiatives that matter most for your company.
So, how can you leverage Highspot’s new product innovation to help you enable the impossible for your organization? Here are tips to help you accelerate your journey to driving go-to-market success and predictable revenue growth.
Personalize the Experience for Every Buyer
A personalized experience is table stakes in today’s buying landscape – yet creating unique messaging and content to capture every buyer’s attention can be difficult to scale. Sellers often don’t have time to personalize every outreach to prospects. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.
With new developments to Highspot’s unified platform experience, you can easily create customized Digital Rooms – while maintaining brand alignment across your go-to-market organization. This simplifies the process to create tailored buyer experiences, so reps can cultivate more meaningful relationships with buyers and support their buying confidence throughout the deal.
TIP: Simplify the process of creating personalized buyer experiences, and ensure your reps stand out from noisy sales outreach. Customers leveraging Highspot’s personalized Digital Rooms are more likely to engage buyers throughout a deal cycle – as those who use Digital Rooms influence 38% more sales opportunities.
Power Skill Development With AI-Driven Competency Coaching
Sales coaching is a must-have program for improving rep behavior change. However, it can be difficult to know how it’s working – especially when you’re guessing the right areas to coach reps. With the Skills and Competencies available on the new version of the Rep Scorecard, coaching doesn’t have to feel like guesswork.
This new capability enables you to track rep proficiency across your key sales skills and competencies demonstrated in real-world meetings, helping frontline managers understand where each rep needs support. Combined with AI-driven insights into rep performance, you can deliver structured coaching catered to every seller’s unique abilities. Personalized coaching at scale enables you to unlock consistent execution of winning behaviors and power your reps’ skill development.
TIP: Prioritize always-on coaching to scale rep performance. With access to analytics on individual seller performance, such as insights in the Rep Scorecard, frontline managers can assess rep behaviors and provide tailored coaching feedback to help them improve. Customers who leverage the Rep Scorecard experience 20% higher buyer engagement.
Harness Analytics to Solidify Enablement’s Impact
Enablement is an essential go-to-market function, and proving its impact on the business is a key lever to solidify its value. Highspot Scorecards provide those insights enablement teams need to demonstrate their impact. With analytics that detail how your enablement programs impact sales team performance, you can understand what’s working and what’s not, and take corrective action quickly.
The newly-released Initiative Scorecard changes the game of proving impact. Teams can evaluate if the enablement programs designed to help sellers land the initiative are working to drive the desired outcomes. To go a step further, you can connect Highspot to your CRM and assess how your enablement efforts influence sales outcomes, such as pipeline opportunities and win rates. By surfacing business insights directly tied to the enablement activities that drive your go-to-market initiatives, you can more effectively secure enablement’s value as a revenue driver in the organization.
TIP: Leverage Scorecards to better understand what programs are working to drive sales performance. With greater access to enablement insights, you can hold your teams accountable for driving the right behaviors that impact business outcomes – and more easily prove the value of your efforts. Customers who adopt the Team Scorecard to evaluate and improve rep performance experience 22% higher buyer engagement.
Ignite the Future of Go-To-Market Enablement
With new challenges come new opportunities. Now is the time to capitalize on the power of product innovation to augment your sellers’ strengths and consistently drive winning behaviors. By enhancing reps’ abilities to personalize their outreach, upleveling sales performance with always-on coaching, and connecting enablement’s efforts to business outcomes, you can more effectively achieve results that may have once seemed impossible.
Leaning into new innovations and best practices will help you invent the future for enablement and unlock predictable revenue growth for your business.
Learn more about the latest Highspot innovation to help you enable the impossible.
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.
