How Skillsoft Boosted Sales Play Adoption by 23%

Service Mindset Ignites Deeper Enablement Partnership

Three pillars ground Skillsoft’s enablement initiatives, helping the enablement team prioritize their efforts and guide their strategy. As Skillsoft’s enablement team grew and changed, the team decided to audit their existing enablement efforts to make sure they operated in alignment with those guiding values: agility, servant leadership, and alignment with company initiatives. They evaluated everything from their strategy to the technology investments they used to deliver it and made plans to iterate in the places it didn’t.

As a result, the team came to a simple conclusion: They needed to take their Highspot instance to the next level. Knowing there was more value to glean from the platform, the team oriented their new direction around maximizing their impact through Highspot. To do so, they created a clear roadmap outlining their step-by-step plan to uplevel their enablement environment and drive their guiding values. While the team’s roadmap clearly defined the first key steps to achieving its vision of enablement excellence, it also remained open to the future, leaving space for new opportunities to dive deeper into the platform.

Strengthened Partnership Empowers Key Initiatives 

As Skillsoft’s enablement team set about reimagining their Highspot usage, they first turned their attention to their content strategy. Recognizing that the platform offered much more than what they currently used, they began leveraging the full scope of the tools at their fingertips, aiming to make surfacing content easier than ever. “We completely overhauled our governance strategy,” shared Brett McIntyre, director of enablement operations at Skillsoft. “We implemented overview pages, included lists, and gave everything descriptions.” With a newly sharpened strategy and robust governance standards, the team achieved 78% recurring usage of the platform and increased their well-governed content rate to 62% and counting. 

Having redesigned their content environment to better support rep success, the team turned their attention to Highspot’s other capabilities. Quickly, they realized the platform’s ability to support key initiatives, designed to help reps get on the same page — and stay there. To optimize their upcoming product launches and messaging rollouts, the team dove into Sales Plays, seeking to provide reps with contextual guidance to help them understand and land new products in the field. “The most critical business programs Highspot supports are our product launches and campaigns,” explained McIntyre. “So, we put together Sales Plays with everything reps might need. It all being on one page gives reps what they need, when they need it.” With Plays, the team gained an effective vehicle to drive agility with company initiatives. As a result, they increased Sales Play adoption by 23%, aligning more reps than ever to the standardized, best-practice selling behaviors that ensure every prospect receives the same high-quality buying experience.

Reimagined Strategy and New Use Cases Drive Company Initiatives 

The pursuit of service, agility, and tangible outcomes has shaped Skillsoft’s enablement team into careful stewards of their Highspot instance, confident that by harnessing the platform to its fullest, they can better strive for their three guiding pillars — and handily achieve them. From product launches to campaign messaging, Skillsoft’s enablement team has unlocked the ability to enable with agility and ensure every rep executes successfully. Powered by Plays and more engaged than ever, its reps hit the field with a newfound consistency, driving significant impact on Skillsoft’s highest priority initiatives.

Since deepening its partnership with Highspot, Skillsoft has tackled launch after launch, leveraging the platform to secure long-term impact on its key outcomes. Even still, the team plans to continue iterating and improving, seeing its ever-evolving partnership with the platform as the key to driving improved outcomes for both reps and the company.