A Single Source of Truth Increases Rep Confidence
Through its new partnership with Highspot, Sedna was immediately able to provide a single source of truth for sellers and unify its enablement efforts in one tool. With a rapid migration and launch, the enablement team quickly boosted confidence in the value of an enablement platform among sellers, receiving positive feedback on the platform’s ease of use and enjoyable UI design. “I don’t get any questions about where to find content anymore, so that was a huge sigh of relief for me,” noted Sestak. Solving these user experience challenges immediately made a positive impact on trust in the platform, leading to company-wide recurring platform usage of 88%.
The unified platform experience has been a hit not only with established sellers but also with new hires. The Sedna enablement team leveraged Highspot’s Training and Coaching capabilities to build an onboarding program for newly hired business development reps and account executives that offers them the flexibility and freedom to learn independently. Additionally, throughout onboarding, Sestak and her team have complete visibility into individual progress with Analytics so they can give feedback and adjust accordingly.
Finally, the team has focused on curating the Highspot platform to help sellers not only easily find what they are looking for but also discover new material organically. For example, the team partners with marketing to audit and archive or update content based on data. With strong governance and accurate search, the team has helped drive productivity and promote a culture of learning. “I thought that was a true testament to what we’re trying to do with not only the search function but really optimizing that guided selling experience,” shared Sestak. “If you don’t know where something lives and you’re not sure what you’re looking for, you can navigate and discover that content as needed.”