Unified Enablement Makes Programs Actionable
With Highspot, Ncontracts gained a holistic way to equip, train, and coach reps throughout the sales process and analyze their performance to boost productivity. Beyond just centralizing content, having a unified system helped Ncontracts create a culture of collaboration and engagement. “One of the things we implemented recently is the Highspot social aspect, where you can comment, like, and share edits,” said Easterling. “It’s super easy to use, and we’re using it to create an SOS Spot – or a ‘support on-site’ Spot – where the team can post Gong calls or emails and receive feedback within the organization. It’s like a war room of sorts where we can unabashedly critique each other before refining, getting back out there, and closing deals.”
This engaging approach extends to training programs, as Easterling leverages Highspot’s Training and Coaching to create lessons and courses with clear calls to action. For example, by connecting training to related Plays and Digital Rooms in Highspot, the team shortens the gap from learning to action. “Sales Plays and Digital Rooms have been absolutely integral in providing sales managers with that sales motion view,” noted Easterling. As such, managers are now better prepared to have effective and actionable coaching conversations. “Sometimes we can get a little disconnected just viewing the pipeline – it can seem stop-and-go – but with a Sales Play and Digital Room, you get a better look at how a seller is going to move from point A to point B.” In fact, such strategies helped the team improve rep engagement in enablement programs by 48% and achieve an overall recurring usage rate of 91%.
Additionally, the team utilizes Analytics in Highspot and integrations with Salesforce to gather actionable insights on sales performance. “Integrations with things like Salesforce help me see exactly what piece of content was or wasn’t used and is attributing to our slippage and win. We can see what content is converting and we can continue to make that a best practice,” described Easterling. Not only does this visibility help the team optimize their strategy, but intuitive governance features in Highspot allow them to implement those optimizations efficiently. “Highspot has an amazing function that allows you to not only curate your content, but simply replace an old piece of content with a new one,” highlighted Easterling. “You’re then able to see the longitudinal data of both pieces and iterate on your approach.”
