Dialpad Improves Rep Performance And Boosts Revenue With Highspot

COMPLEX AND SILOED LEARNING MANAGEMENT SYSTEM FAILED TO SUPPORT A SCALING ORGANIZATION

The knowledge and information sellers need to successfully engage customers, impress buyers, and close deals constantly changes, and changes fast, especially in the technology industry. As Dialpad continued to expand globally, it discovered that its learning management system (LMS), despite its in-depth capabilities, failed to provide the agility and flexibility needed to quickly build and deliver training content to support its reps, leaving training, siloed from content and plays, rarely used. Difficulty building courses, provisioning users, uploading content, and ensuring it remained up-to-date meant sales enablement managers spent hours administering the system. In addition, sellers didn’t have the right content for the right buyer at the right time. 

Without integrated analytics, Dialpad was unable to see the combined impact of content, guidance, and training on rep performance and revenue metrics.

SALES STRUGGLED TO UNDERSTAND THE IMPACT OF TRAINING ON PERFORMANCE

Housing training in a separate LMS disrupted reps’ workflows and discouraged them from engaging with training materials. Training didn’t drive the right behavioral change in how reps were selling, causing reps to feel like training was a compliance requirement, not a resource to help them perform better. Limited buy-in from reps on the value of training meant Dialpad struggled to fully engage reps and measure training impact. Reps were not adequately prepared to have meaningful conversations with customers, negatively impacting their performance.

CREATED A SINGLE SOURCE OF TRUTH FOR CONTENT AND TRAINING TO MEASURE IMPACT

With a single source of truth to quickly manage and publish all content and training materials at scale, Dialpad’s sales enablement team built and delivered courses to reps in an effective and timely manner, saving time and driving consistent performance among new and tenured reps. The ability to measure the impact of training on-ramp time, quota attainment, influenced revenue, and other key metrics proved the value of Highspot and empowered the sales team to achieve and continue to exceed revenue goals.

EASY ACCESS TO CONTENT ACCELERATES PARTNER SALES

By putting training into a system reps already know and love, Dialpad made it easy for reps to engage in self-guided learning, earning their buy-in.

Now, reps want to learn and be engaged with training because they see its measurable impact on their performance and outcomes. This has shifted the culture at Dialpad to one that values training and ongoing learning as critical to career and organizational success and proving the value of enablement tools.