Highspot, a sales coaching platform, announced the launch of the “Strategic Enablement Framework,” designed to support businesses achieve their strategic goals and new product capabilities. 

The framework is designed to achieve strategic growth objectives, such as launching a new product, new sales initiative, or value-based selling, by adopting the given sales process insights and recommended playbooks to change the sales representatives’ behavior. Highspot stated that the framework is based on its global engagement with partners, customers, and practitioners. The company added that it analyzes best practices and aims to continuously improve the content provided in the framework. 

Additionally, the platform strengthened its core offering in the areas of content management and content governance, training, and coaching. In-depth solutions include engagement genomics, which provides AI-powered insight into the effectiveness of the enablement strategy based on buyer engagement and CRM records, content scorecards, content audit, and bulk actions with options like archiving old content, streamlining the content audit process, and ensuring representatives are using the most recent content and resources. It also includes learning paths and video presentation rubrics, while the Highspot marketplace includes a new package from sales training solution provider Sandler. Furthermore, it also includes sales representatives’ scorecards and the ability to view Highspot pitch activity in Gong. 

Analyst QuickTake: The launch of the new framework is the culmination of several initiatives by Highspot over the past year, which included strengthening its sales coaching, training, and enablement features through partnerships and community-based engagement. In September 2021, Highspot launched the “Highspot Marketplace,” an exchange where Highspot customers can gain access to content from more than 20 marketing, sales, enablement, and customer success partners. Additionally, Highspot is also a contributor to Sales Enablement PRO, claimed to be the world’s largest community of sales enablement professionals with more than 13,000 members, as of February 2021. In November 2021, Highspot launched “Highspot Spark Community,” which was exclusively designed for members of the Highspot ecosystem, built to allow sales enablement leaders to share best practices, experiences, and capabilities within the platform. During the same period, Highspot partnered with Gong, a revenue intelligence platform, to provide training courses, sales plays, analysis on buyer engagement, and best practices.