Yellowbrick Revamps Onboarding, Accelerates Rep Readiness With Highspot

Disorganized training content presented onboarding challenges for new sellers.

The team’s existing solution didn’t support their goals and created challenges with go-to-market alignment. “Our content tool wasn’t up to standards, we experienced a lot of version control issues and it was difficult for the team to find content.”

Brooke and the team also experienced issues when it came to delivering effective onboarding programs, beginning with the creation of training material. “Before Highspot, training was done live and our programs were made up of live sessions and previously recorded sessions that we had to capture in a separate tool.” Brooke goes on to describe the challenge her team faced when it came to making that critical learning content discoverable for new hires, and how their existing solution let them down “After uploading, the tool did not store the content in a thoughtful way, making it hard to navigate for reps, leading to slower ramp times and lost productivity.”

Not only was this a challenge for the business, and for reps as they came up to speed, but Brooke also describes the challenge she faced as a sales enablement professional when it came to demonstrating impact. “It made it extremely hard to measure the effectiveness of the content I was providing to the sales team.”

As an innovative technology company, with a rapidly evolving product suite, Brooke emphasized the need to track progress and the pain points they experienced with their existing solution. “Before Highspot, all of our certifications were done manually, and not centralized in a single system, which led to a lack of consistency across all of our sales reps”.

Organized, discoverable training programs that illustrate rep readiness.

With the addition of Highspot, a centralized location for content and training programs, Brooke notes how training can now be delivered to reps in a more thoughtful way. “Our trainings can now walk new hires through courses, lessons, and videos that are all mapped to our sales cycle”.

Brooke mentions having the ability to see how reps are progressing through a
learning path is important because it allows her to customize the training
experience, if necessary. “I love that all of our Sales new hires are being certified
through the Highspot system, we can implement knowledge checks, and
monitor learning progress”.

Scalability and ease of use was a key driver for Brooke and team in selecting Highspot. “Being able to repurpose all content, recorded trainings, and other materials into Highspot courses and lessons had a huge impact on my productivity as an enablement professional,” and Brooke was also keen to mention Highspot’s integrations with other tools as a big benefit to how she can ensure reps find important learning material. “I love the integration with Gong because I can now include real sales calls as part of the training. Our reps know key materials are located in Highspot, and they save time and energy not having to remember which system to go to.”

Sellers keep track of many variables at any given time. Brooke pointed out that Highspot’s ability to not only fit within their existing sales technology stack but also its ability to help the team get more out of the tools they’ve already purchased was a huge benefit. “Before Highspot, we had far too many systems in place, so it had to be integrated with Salesforce and allow reps to access content and training directly from our CRM.”

Identifying gaps and responding quickly to the training needs of the team. 

As sellers began to leverage Highspot for their content and pitching needs, it identified where the enablement team could better support them in their roles. “Because all of the content lives in one place, it’s really easy to build out training programs that are more engaging, including videos, Gong calls, and supporting documentation”. Brooke also added “by using Highspot’s training and coaching capabilities, I can easily perform knowledge checks on those programs and identify blindspots as we look to enable our sellers effectively.”

Once the team decided to add Highspot Training and Coaching, Brooke confirms the team were able to move quickly based on their prior knowledge of the system and the support she received from her Highspot services rep. “ I rolled out training and coaching in less than a month, and because I knew the content side of the system, I was able to work with the team and leverage the existing templates to get going”. Brooke adds “After 2 months, I implemented 5 courses which included 27 lessons, so the ease of use is a big win here.”

Brooke also shared some of the early progress they’ve seen “The KPI I’ve been focused on has been lowering new hire ramp time. We’ve actually been able to lower that number by 8 days. This is huge for us. As a fast-growing company, the quicker we can onboard reps then the faster they can begin prospecting and getting on calls with prospects.