Aligning With Strategic Initiatives to Improve Collaboration
Motus needed a unified solution to effectively equip, train, and coach its reps, as well as a strategic plan to implement it. As such, the team’s first step was to uncover the strategic initiatives that mattered most to executives and demonstrate how Highspot could support these in order to achieve the top-down buy-in. “Having the executive level buy-in early and being able to tell that story and show how it accomplishes key business initiatives has allowed us to continue that excitement from the top down,” noted Groh.
By aligning on goals, Groh and her team were then able to arm leaders with data-driven insights to help them hold their teams accountable to those outcomes. For example, Scorecards became a critical tool for sales leaders to track performance and effectively coach their teams. “Coaching is sustained by sales leaders, so if we do not take the time to get them up to speed on an initiative and the expected outcomes and how they are supposed to be holding their people accountable, it’s a wasted opportunity.” Groh explained.
Access to insights also helped remove silos across the organization to improve collaboration. With high adoption and 89% content findability, the team monitors what works to make data-driven decisions.
Groh and her team’s strategic approach to implementing Highspot helped them reinvent Motus’ sales experience for the better. For example, Motus instills a culture of learning from day one by delivering its onboarding program with Highspot Training and Coaching, and continues to guide reps toward impactful resources throughout their journey with Sales Plays. “It’s about fostering a culture of learning, development, and enablement and making sure it permeates every department,” noted Groh.