Harnessing Strategic Enablement to Drive Behavior Change at Scale
Sellers and her team effectively brought this new vision for enablement to life at SailPoint by driving operational rigor with its programs and demonstrating impact. The team infused this rigor by centering their programs on a call to action, or in other words, what they wanted reps to be able to do. For example, the team identified that conducting a customer support call for a resell situation was an important action for customer success reps to know how to do, so they created training to hone this starting in the Academy and measured whether reps were implementing it post-training.
In doing so, the team was able to validate the effectiveness of the role-based competencies taught in the Academy and partnered with HR to effectively weave those competencies into hiring practices. “We’ve gotten our competencies so dialed in that when someone comes in from another company, we can test them against our competencies to see how successful they would be as a seller in SailPoint and where we might need to dig in more with that person to get them up to speed as quickly as possible,” described Sellers. By making it clear what good looks like for reps from the beginning, the team has helped decrease ramp time by 34% and increase productivity by 40%.
With this focus on operational rigor and a clear call to action, Sellers and her team developed a balanced approach to equip, train, and coach reps, threading a unified strategy across all enablement programs. For example, by aligning with sales, sales operations, and marketing leaders on key business targets, the enablement team developed a few core initiatives for the year and ensured all their programs tied to those initiatives and reinforced each other. “It’s been very important to me that in our intake process, we go through the whole picture: does this tie back to our initiatives? And if it’s aligned with those initiatives, we want to make sure we tie the content, training, and coaching together. It’s one big circle,” explained Sellers.
A crucial part of how SailPoint has been able to drive this operational rigor across its programs to equip, train, and coach reps is through its investment in a unified enablement solution through Highspot. One example of how the team effectively leverages Highspot’s unified solution to deliver strategic enablement is through their approach to landing selling motions in the field. “We build our Plays to our selling motions, so it’s taught together and tied into Salesforce and our methodology,” said Sellers. The team then gathers actionable insights into program effectiveness through Scorecards and Highspot’s integration with Salesforce to optimize business impact. “With Scorecards, we can see where each individual person may be struggling or seeing some challenges,” shared Sellers.