Sales enablement platform Highspot has released the latest Spring 2021 version of its software.
The Seattle, Washington-based Highspot, which provides training, coaching and insights into sales team performance, said the latest version was targeted at helping companies build repeatable and scalable revenue.
“Sales leaders are increasingly focused on how to improve quota attainment by identifying what works and helping more of their salespeople master those behaviours,” said Robert Wahbe, CEO, Highspot. “With Highspot, sales organisations have a unified platform to ensure the success of their sellers, which drives predictable business growth.”
According to research cited by the company, companies with a dedicated sales enablement function have 7% higher win rates – with Highspot customers reporting a 19% increase in sales reps achieving quotas following implementation.
The update also saw the release of a function known as Play Scorecards, an interactive dashboard that allows for the management of strategic initiatives. The dashboard provides insight into indicators such as rep understanding and execution of strategy, as well as the extent to which strategy is driving business results.
Highspot’s VP of Product Marketing, Jarod Greene, said: “Rep productivity at scale is what matters today. Success is no longer about meeting your revenue targets at all costs — instead, it’s about realising the full potential of your team and the investments supporting them. If you’re hitting your quarterly numbers but most of your sales team is below the majority of their quota, you’re leaving serious revenue on the table.”
Content management is another focus of the update, with new content governance and features including approval workflows for brand compliance, reporting on content compliance and integration with content management systems.
Learning CRM Integration
Finally, there are new training and coaching capabilities for integrated learning opportunities, with the ability to build courses, import from existing learning management systems and analyse training impact via integrations with customer relationship management software.
“When I asked our sales leaders what type of training tool they wanted, they said it should all be in Highspot, where sellers already get everything they need,” said Kelly Lewis, VP Commercial Strategy and Enablement, Highspot customer Amwell. “Highspot made the most sense to keep sales, product marketing, training and enablement aligned with strategies to drive business outcomes and to help sellers succeed.”
