Providing Tools That Reps Love
After gathering sales data, Fiserv’s managers asked, “Can we make our sales teams more efficient and more effective?” It was a simple question for a range of complex issues. But by simplifying the issues, the managers had prepared themselves to find a software solution that would provide the answer to their sales enablement problems.
Once it implemented Highspot, Fiserv quickly overcame its previous challenges related to analyzing the sales team’s content pitching efforts. With Highspot’s ability to identify when potential customers view sales content and what sales content produces the best retention rates, Fiserv finally had data showing what content was working and what was not. Highspot’s analytics also empowered Fiserv’s management to assess seller performance and identify who needed additional training. The training process itself improved, as Fiserv could at last pinpoint the selling techniques that were making the most impact on potential customers.
Within a couple of months of implementing Highspot, numerous sellers sent Fiserv’s managers notes thanking them for bringing Highspot to Fiserv. These notes highlighted how much easier Highspot had made their jobs. With the new software proving incredibly popular and sales team members clamoring for access, Fiserv decided to expand usage of the platform to a wider group within the company.