Empowering Sellers with an Accessible Tool
With Highspot, SkinCeuticals found a way to better educate and empower the team, from ongoing training programs to onboarding new sellers and equipping teams with essential resources. For example, with a centralized solution to equip, train, and coach reps, Roach and her team have been able to deliver new training programs and content for strategic initiatives like product launches at scale. Not only has this helped in delivering new resources more efficiently but it has also made it easier and faster for Roach and her team to make updates and iterate as initiatives evolve. “On an ongoing basis, we’re having to train our reps to go out and sell new products, which we can’t do internally all the time,” noted Roach.
In addition to enhanced efficiency in the delivery of enablement programs, Roach and her team have improved consistency among sellers through unified enablement – from new hires to existing staff. “We just launched a new sales messaging program, and as we bring on more people, Highspot Training and Coaching allows us to get them up to speed with our existing staff,” said Roach. “This helps us make sure there’s consistency in that messaging.” As a result of this improved accessibility and consistency, the team has significantly enhanced productivity, accelerating onboarding by 25%. “We’ve reduced the time of onboarding to make more accessible training,” described Roach. “Our entire onboarding process is now a 30-day online journey that gets them ramped up sooner.”
Importantly, Roach and team now have access to critical insights through Highspot in order to measure the success of their programs and optimize impact. “Highspot gives us the analytics on both effectiveness, as well as rep adoption,” explained Roach.