How IntelePeer Drove an Active Learner Rate of 80%

Pursuing a Standardized Sales Process 

As the team at IntelePeer imagined their ideal state, a standardized sales process emerged as a key priority. If sellers could consistently usher prospects through the buying journey, the impact would be incredible. “Seventy percent of businesses with a standardized sales process are high performers and see a 28% increase in revenue compared to businesses without one,” began Jeff Eisenberg, director of sales enablement at IntelePeer. The potential revenue impact made it absolutely essential for the team to craft an enablement technology stack that would help them achieve it.

However, IntelePeer’s existing technology struggled to rise to the occasion. Instead, it introduced disjointed workflows and content confusion — factors that made it difficult to cultivate the consistent execution that results in a standardized process. “Content was shared out through chats,” noted Eisenberg. “Obviously, this was exceedingly unorganized and inefficient. Additionally, we had Lessonly as our LMS.” Outdated, impossible-to-find content and a disconnected learning management system resulted in low seller engagement, which stymied attempts to cultivate an efficient sales process. “Adoption is always a challenge when it comes to streamlining sales processes,” added Eisenberg.

It soon became clear that a change was in order. “My goal was to partner with a company that could help us organize and optimize our content, but also simplify our tech stack,” continued Eisenberg. “As sales enablement professionals, we need to initiate, facilitate, and drive the creation of the sales process and then plug in all the necessary resources to align sellers to it.” To drive strategic adoption, streamline its sales process, and improve deal velocity, IntelePeer switched to Highspot.

A Data-Informed Approach to Knowledge Acquisition

For the team to drive an efficient sales process, a unified platform was essential. With a single source of truth for content, guidance, and training, they could inform sellers and reinforce learning in their workflow. First, though, they needed to build trust in the platform. “We leverage Scorecards and associated reports to identify unused or outdated content,” explained Eisenberg. The team’s quarterly clean-ups improved their well-governed content rate by 17% and meant sellers only had content that data showed was highly utilized. A unified platform did more than just organize content; with training housed within their flow of work, sellers once again engaged with learning. Soon, the team saw a 32% increase in Course completion — significantly higher engagement than their previous solution had achieved. 

With adoption secured, the team began to work on the sales process. Highspot’s unified data model simplified this effort, offering a new line of sight into their impact. “The data told a story of overall effectiveness and then broke it down into digestible elements so we could understand where in the sales process we needed additional resources and support,” noted Eisenberg. With native analytics rolling up usage and engagement data, the team could assess how their programs influenced process alignment at every stage. 

Data enabled the team to course correct as needed, designing programs to help sellers adopt best practice behaviors during weak points in the process. With insight into the moments where sellers stumbled, the team strengthened IntelePeer’s sales process and ensured every seller was consistently executing in alignment with it.

New Consistency Results in Improved Velocity

Easy access to content, guidance, and learning has been a force multiplier for IntelePeer’s sellers, who now know what success looks like during every stage of the sales process. Heightened training engagement — including an 80% active learner rate — has resulted in a more knowledgeable and confident sales force capable of propelling deals through the sales process with new agility. “We’ve decreased our time to the first deal,” continued Eisenberg. “From a seasoned seller perspective, we’ve seen a drastic improvement in the sales cycle and in deal size. We’re closing larger deals, and we’re closing them faster.”

With a standardized sales process streamlining execution during every deal stage, IntelePeer’s sellers are running faster than ever. As the enablement team continues to equip sellers to operate more consistently and efficiently, the influence of their streamlined sales process on metrics like deal velocity and size will only compound — just as they predicted.  “The impact has truly been a game-changer,” concluded Eisenberg.