Free Porn
Wednesday, July 17, 2024
HomeSalesHow a Unified Platform Helps Scale Productiveness

How a Unified Platform Helps Scale Productiveness

Our inner analysis reveals that since deploying Highspot, clients have seen a mean 16% improve in win fee. So, how will you maximize the influence of your efforts with an efficient enablement platform?

Shawnna Sumaoang: Hello and welcome to the Win Win Podcast. I’m your host, Shawnna Sumaoang. Be part of us as we dive into altering traits within the office and methods to navigate them efficiently. Right here to debate this subject is Molly Sestak, the top of enablement at SEDNA.Thanks for becoming a member of, Molly! I’d love so that you can inform us about your self, your background, and your function. 

Molly Sestak: Thanks a lot for having me, Shawnna. I’ve truly been round gross sales my total life. My dad’s firm is definitely a producer’s consultant, which mainly means they’re the center folks between producers and wholesalers for actually massive industrial bid jobs. I grew up listening to him on the cellphone, spending time within the workplace, listening to how folks make calls, and so forth. I truly began working there after I was like 15 or 16 till I graduated from college. 

The humorous factor is I began because the cleaner and hastily in the future it was like, oh, are you able to file just a few issues? Apparently, I used to be good at that. I don’t know the way you’re dangerous at submitting issues, however just a few days later my dad’s secretary truly requested me to reply the telephones whereas she was away. Apparently, I used to be actually good at that, so they really began having me do inside gross sales. I actually was solely like 16 or 17, nonetheless in highschool at this level. I actually obtained my foot in gross sales early. 

I labored there just about each summer time for 5, or six years. I believe after uni, I assumed I used to be undoubtedly not going into gross sales. I didn’t need to be like my dad as a result of all he does is speak on the cellphone and journey and all kinds, which appears good, however I didn’t need that. Nicely, sadly, that didn’t work out for me as a result of I discovered tech and I completely fell in love. 

I fell into enablement naturally. It was BDR after which grew to become a bit extra senior within the crew. As we began to construct out that crew on board new folks, I took on that coaching particular person function throughout the crew. It began off slightly bit advert hoc doing crew coaching after which they’re like, okay you’re fairly good at that and I can see you prefer it, why don’t you assist us onboard among the new joiners? Quick ahead just a few months later, a job opened up within the enablement crew particularly for BDRs, in order that’s actually the place my background focus is. I went for it and by no means actually seemed again. I believe that actually made me notice that I like instructing folks methods to promote much more so than I truly love promoting. 

I joined SEDNA a couple of 12 months in the past to assist with teaching the gross sales crew, constructing out playbooks, and so forth. It’s undoubtedly been a journey. I believe each firm has actually had various hardships within the final 12 months. It just about has touched each tech firm that I do know of. I even did a brief stint heading up our BDR crew, so a slight shift away from enablement. We’ve lastly employed anyone superb to take over that crew so I can announce that I’m lastly again into enablement as of a couple of month in the past. I’ve simply been promoted to go of enablement and I’ve by no means been in that strategic function earlier than. It’s been a extremely huge studying curve, however slowly discovering my toes and am excited to see my plans come to life.

SS: Wow. Once you say you’ve got been in gross sales to your lifetime, you actually imply from nearly begin to end. That’s superb. I’d love to know, now that you simply’re targeted on enablement and gravitated in direction of that, out of your perspective, what does good enablement appear like? Perhaps if I used to be going to reframe it resulting from your new function, what are among the key elements of an efficient enablement technique? 

MS: I believe that’s a extremely nice query, Shawnna. I can after all say what everyone else says on this, I believe what the important thing pillars are, that are content material, coaching, and training. I believe these are the three key issues that we search for in driving enablement in an organization. You’ll be able to create the most effective applications on the earth, but when they aren’t aligned with these firm targets and also you don’t collaborate closely with different groups and get these stakeholders purchased in, it’s simply not going to maneuver the needle. I’ve truly spent a while interested by this and what I do in another way to the above to hopefully assist those that are listening on the market. 

I believe one factor that has actually helped me is definitely having that gross sales background, doing gross sales myself. I at all times deliver that into all the pieces that I do, however I additionally return to that feeling of being bored in coaching and never having the ability to sit nonetheless when you’ve got somebody speaking at you. Once I construct my applications, one of many issues that I attempt to do is make them as participating as attainable. Does that imply that I’m asking them questions all through? Do I make it enjoyable? Do I put a sport in there? I do know after I was at Okta, I truly made a board sport known as Okta Land. It’s form of like Sweet Land, nevertheless it truly was with Okta questions and also you needed to reply questions in regards to the product or do a chilly name function play or deal with an objection to maneuver ahead on the areas. So once more, it’s simply how we make it enjoyable and drive that engagement all through. 

I believe usually as enablement professionals, we get so caught up in that concept of like, we now have to have this huge technique. What are we going to do for subsequent 12 months? I’m already interested by 2024. What’s going to occur? What do we have to leverage to essentially hit these targets? I believe it simply turns into that tick-box train typically. I’ve thought so much about this lately, which is humorous why you’ve requested me this query. I believe one of many solutions to that’s truly having bite-sized coaching that may affect the now. How will we assist folks do their jobs higher at present, not three-quarters from now? 

In fact, that’s tremendous essential, however we’re already doing that anyway. One of many issues I truly simply carried out as of final week is known as Mondays with Molly. I attempted to make it enjoyable with my title, and it’s simply in time snackable type enablement. It’s about three to 5 minutes. It’s a bite-sized video. I’m not an ideal editor, however I simply threw it in iMovie and made slightly jingle on Canva simply to make it slightly bit enjoyable. It doesn’t take me very lengthy. I simply recorded it proper earlier than this podcast and it took me about 20 minutes to provide you with the thought and really document it edit all the pieces and get it able to ship out Monday morning. 

The thought is that they hearken to it whereas consuming their breakfast or consuming their espresso on a Monday morning within the hopes that that’s one thing that they’re going to begin doing that Monday. That’s what I’ve been doing slightly bit in another way than the same old enablement methods that we see throughout enablement groups at present. 

SS: I find it irresistible. You will have a inventive aptitude that you simply deliver to your enablement technique to preserve it participating. I imply, consideration is a tough factor to seize with gross sales reps, so kudos to that. How does your enablement platform make it easier to deliver that enablement technique to life? 

MS: I undoubtedly couldn’t stay with out it. I believe that’s in all probability as a result of in enablement we’re continuously confronted with this concept of spinning plates and managing a number of stakeholders at one time, there’s like this enormous ingredient of collaboration. To not point out the quantity of content material that we’re in command of and ensuring that persons are truly utilizing after which giving that suggestions again into advertising and marketing. I’m positive that most of the folks listening have simply handled the sheer variety of questions that go slightly one thing like, hey, the place can I discover X doc? I’ve had so lots of these questions and to be sincere, I made an emoji in Slack, that’s the Highspot emoji, and I simply now despatched it to them. 

It’s form of a humorous option to take care of it, however they do then get used to truly going and discovering it themselves. I used to be completely buried in these. Earlier than we had a gross sales enablement platform, and I actually suppose that they helped deliver that construction to the chaos. Apart from that, I believe the primary factor is, to start with, they supply that single supply of fact for all of the up-to-date content material that may be shared with prospects and clients or used internally to tell or upskill the crew. Then, not solely can you make sure that your crew has entry to the precise content material or data on the proper time, however they will additionally share that content material with their prospects and clients and get these analytics into what they’re participating in. Not solely does this assist enablement, however advertising and marketing and reps, it just about helps each crew that we contact actually perceive what content material is resonating most with consumers. That helps us make way more data-driven choices over time. 

On the coaching and training facet of issues, It’s an enormous handbook output. Should you don’t have a platform it’s all stay periods, monitoring issues on Google Sheets. I imply, to not point out if you would like anyone to do an accreditation or some form of certification the place they’ve a role-play concerned. It’s actually tough to handle all of that with the rubrics and all kinds. This actually helps to roll this out and guarantee completion on that, these sorts of issues like coaching and certifications and even an onboarding program, for instance. 

SS: Completely. I like that. These are implausible examples. Earlier than Highspot, your crew leveraged a distinct enablement platform. Are you able to inform us slightly bit about that have and perhaps among the challenges that your crew confronted?

MS: Yeah, completely. Once I joined SEDNA, the earlier enablement crew had truly already chosen Seismic, so they’d been utilizing it for about eight or 9 months by the point I joined. I believe earlier than that they have been utilizing Google Drive, which is simply horrible to consider now that I can’t stay with out an enablement platform.

SS: Was there an impetus for deciding to make the change and implement Highspot as a substitute?

MS: I believe as soon as the crew truly obtained their palms on Seismic, the belief that truly Lessonly in Seismic, they really weren’t built-in in any respect. There have been two fully separate logins. I believe for anyone listening, who’s needed to take care of two separate platforms when doing enablement, that’s simply double the enablement that it’s a must to do, double the administration, and double the admin. That was an enormous downside for us.  

I believe one of many foremost causes that we did change was that I like having content material with context. On pages, you’ve got your content material after which you’ve got your context, which is your coaching and training round that. You couldn’t actually try this with Seismic except you hacked the web page and it was form of identical to a click on right here sort hyperlink. There weren’t any buttons. It wasn’t form of like that good navigation that you’ve got on different platforms. With the digital gross sales rooms, in addition they form of fell brief slightly bit, and the crew felt that they have been actually tough to create they usually simply weren’t used, despite the fact that that was one of many foremost drivers for buying the answer within the first place.

Reps couldn’t discover the content material. Your platform is simply nearly as good because the content material that they will discover, so it was an enormous downside there. That search wasn’t actually optimized, and the pages weren’t that straightforward to navigate. Talking of the pages, the general feel and look of the platform simply felt slightly bit too clunky for a small group and we actually discovered it tough to make the teachings and the pages look personalized to our model and the texture of our model. I believe you could possibly have in case you had quite a lot of design expertise and had a crew devoted to doing that, however we didn’t. We needed to be slightly bit scrappy, in order that was actually difficult. 

Then lastly, on the analytical facet of issues, it was actually tough to drag out the information and analytics on what was working and what was getting used to essentially assist us make these data-driven choices. It truly took one in all our crew members a number of days to drag that knowledge out for QBRs. She actually struggled with this and would go to Seismic and ask for assist and they’d form of simply ship her a assist article. She’s like I already learn the assistance article like I don’t know the way to do that nonetheless. Once more, I believe we have been just a bit little bit of a small fish in an even bigger sea as a result of we have been a reasonably small buyer for them. I do know that they focus so much on enterprise clients, so we actually didn’t get the assistance that we wanted.

On the flip facet of issues, after I joined SEDNA, I did know that they have been already feeling quite a lot of these challenges, in order that they have been already in talks with Highspot. I believe it was mainly that our Highspot contact knew that we have been arising on our renewal, and likewise knew that you simply guys have been launching your Coaching and Teaching facet of issues, which was an enormous factor for us on the time. The Highspot reached out to my earlier boss, like nicely earlier than renewal, so I believe that the Highspot crew did a extremely good job reaching out and being proactive and following up as a result of I actually suppose that that helped us drive the change even additional. That was just like the nail within the coffin, like, hmm, truly we must always look into Highspot once more. That was actually cool from the crew.

SS: Nicely, I find it irresistible, and I’m glad that you simply’ve joined the Highspot household. After implementing Highspot, how have you ever been in a position to clear up among the challenges your crew was going through together with your earlier answer? 

MS: I believe there have been three foremost issues for us which have truly solved quite a lot of the challenges that I spoke about earlier. The search was an enormous win for us. Highspot search is totally superb. I discover issues in a single second. It’s humorous as a result of our platform can also be famend for search, so we really feel very snug with that. Whereas typically whenever you’re looking on different platforms, you don’t actually get what you’re searching for after which it’s a must to strive to determine what web page is it on. Or what folder did I put it in? This was an enormous win for us. 

I don’t get any questions on the place to seek out content material anymore, in order that was an enormous sigh of reduction for me. Pitching has additionally been an enormous win for us. The crew wasn’t actually adopting this earlier than, despite the fact that it was one of many absolute foremost causes we bought Seismic within the early days. My crew completely loves that you would be able to add a number of items of content material in a branded atmosphere slightly than simply form of sending these one-off hyperlinks to every of the items of content material. That’s been a extremely huge factor for us. 

Additionally simply ease of use not just for the crew and simply how good the platform seems usually from a UI perspective, however I believe from my perspective as an admin. We accomplished our total migration, examined it with the crew, and rolled it out in actually about two to 3 weeks. It’s insanely fast. It didn’t really feel fast, by the best way. It was undoubtedly a little bit of a curler coaster for me attempting to determine trigger I had by no means carried out a gross sales enablement platform earlier than, however we couldn’t have performed that with our earlier answer. That was enormous for us by way of the admin and maintenance. 

SS: To that time, I believe getting buy-in from government leaders on the influence of enablement and the worth of your enablement platform is totally essential. What are a few of your greatest practices for securing buy-in out of your government stakeholders? 

MS: It’s fairly fascinating. I believe it’s about getting them to see the worth by salespeople. Shouting optimistic issues about it slightly than me. I believe the second it drives a deal ahead or a prospect is like, oh, wow, that’s fairly cool, it undoubtedly will catch their consideration. I’m going by Sandler coaching proper now with my new VP and it jogs my memory a little bit of the Sandler Methodology that it’s a must to get your prospect and realistically my gross sales stakeholders are my prospects and clients, however you nearly need to get them to appreciate it themselves. The influence of one thing or the challenges they’re having slightly than it coming from you. It’s way more highly effective.

I believe that’s undoubtedly the best way to go, nearly making them notice like oh, yeah we do have these challenges and wow that truly is a big influence slightly than you saying it your self. I additionally, as I discussed beforehand, embrace them up entrance within the course of, and ensure they’re conscious and knowledgeable all through as a result of that may actually guarantee that they’re purchased in up entrance. They know precisely what we’re signing up for and you may already begin to have key metrics that you simply need to measure and just be sure you’re holding your self accountable for getting the ROI out of that platform. 

SS: Completely. Now, along with having management help, you’ve got seen actually robust adoption throughout all your customers. You will have a recurring utilization fee of 84%. What’s your recommendation for driving adoption amongst your sellers?

MS: It’s actually fascinating as a result of our crew was probably not a fan of Seismic. To start with, we truly struggled to get folks enthusiastic about Highspot as a result of they thought it was like, oh, it’s simply the identical. We stored saying, no, it’s not, however after all, they don’t hearken to us. We inform them issues on a regular basis. They should discover it out for themselves. What I did was I truly tried just a few enjoyable issues after we launched it. A kind of issues was a vacation scavenger hunt the place we offered clues that led to a very powerful pages that we wished them to land on. Let’s say product or partnerships or personas pages. It helped them get the navigation down and perceive the place all the pieces was situated. We mainly put vacation emojis on the piece of content material that associated to the clue in order that they needed to go and discover these.

SS: I like that. Taking these skeptics and making them champions is totally clutch. Now, I need to ask since you’ve talked so much all through this podcast in regards to the significance of a unified platform that may make it easier to not solely with content material but additionally coaching and training and seamless expertise is driving adoption. How have you ever began to leverage Highspot Coaching and Teaching and what are among the outcomes that you simply’ve seen up to now? 

MS: The very first thing that we did with Highspot Coaching and Teaching was truly a Highspot certification, naturally. That obtained them used to the options and capabilities of methods to use it and the way it was slightly bit totally different than Lessonly, so we obtained them snug with it. Since then, we’ve performed various certifications. Certainly one of which was like a discovery demo certification that included not just a few movies and a few stay periods, however we truly took it one step additional and did a video response with some check questions and had a rubric hooked up to that, that then matched our rubric in Gong.

After we began to do name teaching afterward, that was just like the real-world instance and never simply form of the role-play instance. We might then take that rubric and use that later down the road they usually have been snug with it and aware of it and knew precisely what they wanted to vary. 

That was the primary actual occasion of utilizing this. We weren’t in a position to do that with Seismic. The video uploads by no means labored for us, so we at all times needed to do issues like a handbook ship by way of Slack, which is simply not best. With Highspot, we’re truly in a position to take the most effective video responses and I used to be in a position to then construct a web page with all the greatest ones the place folks might then go and watch right here’s what attractiveness like off the again of this. That may very well be Gong calls, nevertheless it may be the video responses that they’re utilizing. 

The following factor that I’m constructing out is definitely an onboarding program for each BDRs and AEs. They be part of on the second of October, so I truly solely have a couple of week left to have the ability to construct this out, and perhaps solely 60% of the best way. Onboarding simply has a lot content material. I believe it’s nice that having that form of platform that has each the content material and the coaching and training is an absolute necessity for brand spanking new joiners as a result of not solely have they got a spot to go when it’s like oh I completed all the pieces for at present for my onboarding. They will go in, they’ve Gong calls to look at inside Highspot, they’ve totally different video coaching that’s bite-sized like my Mondays with Molly that they will go watch, they will see QBR decks, they will go form of peruse product private data. I believe it’s simply tremendous useful for them to have entry to that content material on day one and simply in time once they need to uncover it. 

On prime of that, from my perspective, I can see precisely the place they’re of their onboarding journey. What have they accomplished? Just about on daily basis they’ve pre-work, which tends to be like a collection of e-learning movies or articles that they should learn, and a few stay periods that we’ve run exterior of Highspot. Then we throw them again into the platform within the afternoon for his or her post-work, which may very well be a presentation that they need to create, after which they should add the hyperlink into Highspot so we will grade it and provides them suggestions on it, or an objection dealing with function play that they should do. We use check questions so much, and we additionally use the free video response so much. 

That simply implies that as we develop our new joiners and we now have folks undergo onboarding we will begin taking greatest practices and hyperlink the movies that they do inside that with out having to obtain add and document them by way of Zoom. It simply makes that means simpler. Simply having all the pieces in that one unified platform. 

SS: I like that. On that word, final query for you, Molly. This has been implausible by the best way. What has been the influence of getting a unified platform on gross sales productiveness, and do you’ve got any key wins or enterprise outcomes you possibly can share? 

MS: I believe getting our prime vendor on board was an enormous key win for us as a result of I believe if we didn’t handle to try this, I believe we might have been in bother. That was in all probability our greatest win of actually driving that adoption and ensuring that gross sales are productive with it. We’ve additionally performed some extra issues, like refresher coaching. A few of these can even be arising on Mondays with Molly. Simply little issues, like if we get updates in Highspot, I do know you guys are at all times launching new, superb options. 

That Monday with Molly is an ideal outlet to then be like, hey, that is truly one thing new that you are able to do on the platform and I would like you to begin doing it at present. I can begin measuring that. Typically, I don’t get any extra questions, like The place can we discover X? The search perform is working very well. It implies that reps can discover the content material that they want in a matter of seconds, slightly than doing the entire ready for anyone to reply on Slack, which might take hours if not days. If I’m actually busy, typically I overlook to reply. 

Really, there’s a joke that occurred the opposite day that I believe brings us to life. We’ve got a brand new RevOps contractor who’s performing some territory planning and books of enterprise for us. She truly requested me the query the opposite day and truthful sufficient I didn’t prepare her on Highspot and she or he mentioned, hey, do we now have a doc on ICP or one thing like that? I mentioned no, truly we don’t have that doc. I have to construct it, blah, blah, blah. She mentioned this again to me and I quote, I’m glad I’m not loopy. Issues are so nicely organized right here that I’ve to maintain reminding myself in case you can’t discover it, it doesn’t exist. 

I assumed that was like a real testomony to what we’re attempting to do with not solely the search perform however actually optimizing that guided promoting expertise in order that in case you don’t know the place one thing lives and also you’re probably not positive precisely what you’re searching for and what it’s known as, that you would be able to navigate and form of uncover that content material because it comes up and as wanted. I believe we have to refine that slightly bit extra transferring ahead now that we all know what persons are looking for and updating that content material. I believe we now have a extremely good, robust basis to begin with and it’s clearly working.

Advertising was in a position to pull out all the most used exterior content material, which actually offered the inspiration on which they have been in a position to prioritize which items of content material they need to truly replace first. I believe that was actually useful for them. We, after all, don’t have a loopy quantity of content material. I believe we now have perhaps 400 or so property within the platform, however in case you needed to undergo 400 and attempt to prioritize, simply form of finger within the wind, that may have taken them a extremely very long time. I believe it saved them various time on that entrance.

In saying all of this, I truly want that we had actually concrete and higher metrics, however with my function shifting a lot, we haven’t actually measured sufficient or correctly used the governance facet. It’s truly one thing that’s on my checklist to work on over the following few months. As a part of the refresh, we’re truly going to dive slightly bit deeper into a few of these and what KPIs we actually need to measure transferring ahead to essentially make that influence of the platform so much larger. I’m actually excited to see the place we find yourself. If I speak to you in a 12 months from now, I believe will probably be superb. 

SS: I can’t wait. I’d like to have you ever again, Molly. Thanks a lot for sharing your story at present. 

MS: No downside. Thanks a lot for having me. 

SS: To our viewers, thanks for listening to this episode of the Win Win podcast. You’ll want to tune in subsequent time for extra insights on how one can maximize enablement success with Highspot.



Please enter your comment!
Please enter your name here

Most Popular

Recent Comments