Gong > Case Studies > Highspot's Strategic Adoption of New Sales Methodology with Gong

Highspot's Strategic Adoption of New Sales Methodology with Gong

Technology Category

Platform as a Service (PaaS) - Application Development Platforms
Sensors - Level Sensors

Applicable Industries

Cement
Education

Applicable Functions

Quality Assurance
Sales & Marketing

Use Cases

Experimentation Automation
Virtual Training

Services

Testing & Certification
Training

About The Customer

Highspot is a software development company based in Seattle, WA. Founded in 2012, the company has grown to over 1000 employees. Highspot specializes in sales enablement software, providing solutions that help sales teams to improve their performance and productivity. The company is committed to innovation and continuous improvement, as evidenced by their decision to implement a new sales methodology. Highspot's VP of Revenue Enablement, Kelly Lewis, led the initiative, recognizing the need for a smooth and effective process that would enable their sellers to quickly adapt to changes in the macro-economic environment.

The Challenge

Highspot, a sales enablement software company, was faced with the challenge of implementing a new sales methodology. The company wanted to offer a series of trainings to help sales reps understand the messaging and how to use it with clarity and precision. The implementation required managers, sales reps, and marketing to be on the same page about goals and outcomes. They also wanted to monitor what was working and what wasn't throughout the process. The macro-economic environment was shifting, adding pressure on the sellers. Therefore, Highspot needed to make learning light and create a way for their sellers to quickly adapt to the changes.

The Solution

Highspot integrated Gong with their own platform to put a new methodology in place, test it, and track its success. They started by testing the training and coaching with a small group to understand what parts were effective and which were not. They used Gong snippets to provide real-world examples of new talk tracks in action, which helped the beta test reps to see if it fit the new methodology criteria and build confidence. Once the training was locked down, it was rolled out to the entire team. They integrated Gong Academy’s rubrics into the training phase, allowing sales reps to get a taste of how they might actually do on an actual call using their new material. They also integrated Gong’s trackers to track the progress of the new methodology.

Operational Impact

The integration of Gong into Highspot's methodology implementation resulted in a number of operational benefits. The training sessions instilled confidence in the sales team, enabling them to quickly adopt new messaging and content into their approach. The use of Gong snippets and Gong Academy’s rubrics provided real-world examples and scoring methods, making the training more effective. The new methodology was also easily incorporated into Highspot’s onboarding program, allowing new hires to get up to speed and perform faster. Furthermore, the use of Gong’s trackers provided valuable data on the adoption and consistency of the new methodology in the field, enabling Highspot to make necessary adjustments to ensure optimal performance.