In addition, sales people need access to what Kay calls the “human element”-that is, SailPoint colleagues who can guide newcomers, share experiences with prospects and customers, and suggest content that helps move prospects down the sales funnel. The company’s sales teams have to stay on top of new features and innovations in order to sell effectively. SailPoint’s identity management technology relies on artificial intelligence and machine learning -complex and dynamic technologies that are changing rapidly. “We’re so confident about the sales plays we’re sharing in Highspot and Slack that we’re setting higher lead-close targets for our first-year sales reps.” Megan Kay Global Director of Revenue Enablement, SailPoint Supporting a rapidly scaling sales team Receive notifications in Slack on Highspot pitch activity, including when a buyer viewed or downloaded content.Share content in Slack channels or direct messages.Search for Highspot content directly in their Slack conversations.Also, while working in Slack, reps immediately find out when a buyer engages with their content, so they can respond quickly and accelerate decision-making.īy using Highspot and Slack’s native integration, SailPoint has improved its sales performance by letting team members: Reps can immediately find and share everything-from training presentations to customer win reports-without the pain of endless searching. When SailPoint integrated Highspot, its sales enablement platform, with Slack, the speed of content sharing mirrored SailPoint’s rapid growth. This means organizing a massive amount of content that employees can instantly access.” “We have to align our sales teams across the globe to ensure we’re staying consistent in our messaging for our key sales plays. “As we get bigger, the need for intelligent training tools grows,” says Megan Kay, global director of revenue enablement for SailPoint. Given the rapid pace of innovation in the identity security market, SailPoint’s reps have to constantly stay abreast of their products and market trends so that they’re sharing the latest with buyers.
But with growth comes more pressure to train up the team and give salespeople fast and easily accessible tools so they can learn and refine their pitches. The growth of SailPoint’s sales team is something to ring the gong about–in fact, the team is experiencing hypergrowth.
0 kommentar(er)
