Every business leader seeks to drive predictable revenue, which depends on strong pipeline growth. The process of converting high-quality leads into interested opportunities and ultimately, closed-won deals is no easy task––hence why 50% of leaders are focused on pipeline generation and conversion as a key go-to-market initiative this year.
A reliable pipeline requires an understanding of where your gaps are in the sales process and an ability to close those gaps no opportunity slips away. With enablement support, you can help reps engage buyers with personalized experiences, coach sellers to specific deals, and hold them accountable for taking the right actions to move deals forward.
So, how do you help customer-facing teams generate a healthy pipeline? Here are tips to equip your teams to drive reliable pipeline that converts prospects into long-term customers.
Deliver Personalized Experiences That Progress Deals
A key challenge for many sellers is differentiating from the competition. To stand out from the noise, create value-add experiences for buyers to build confidence in your solution. By packaging relevant resources in Digital Rooms, reps can personalize their engagements and streamline the buying process. Gauging a buyer’s interest level is also no longer a challenge, with access to engagement insights that help sellers prioritize the opportunities that are most likely to convert.
TIP: Relate your Digital Rooms to opportunities in your CRM to track directly how your reps’ engagements influence your pipeline. Connecting with your CRM enables you to understand what’s working and what’s not, so reps can adjust their behavior to better interact with buyers and move deals forward. Customers who use Digital Rooms experience 29% greater buyer engagement and influence 38% more opportunities.
Hone Rep Performance With Real-world Coaching
Without insight into sellers’ conversations with buyers, it’s difficult to identify where deals are stalling or falling short. With Meeting Intelligence, you can assess meeting recordings to validate and reinforce critical selling skills in buyer engagements. Understanding what behaviors and messaging are effective in progressing deals or causing buyers to lose interest is key to maintaining a healthy pipeline––and sealing any cracks causing potential revenue to slip through.
TIP: Scale managers’ abilities to coach their reps with Skill Feedback. By instantly flagging improvement areas and providing the next steps, you can hone reps’ meeting performance to ensure they can perform consistently with buyers. When using Skill Feedback to provide more personalized coaching at scale, customers experience 14% higher buyer engagement and influence 42% more opportunities.
Hold Your Team Accountable for Taking the Right Actions
While coaching and reinforcement are critical to driving rep behavior change, so is accountability. Converting leads into active opportunities can be challenging and requires clear visibility into rep behaviors throughout the sales process. You want to validate that your reps are reading the guidance in the Sales Play, completing the required training course, and engaging with buyers frequently. With greater accountability, you can ensure more consistency in your team’s performance, resulting in a more predictable pipeline.
TIP: Encourage sales managers to leverage the Team Scorecard to monitor progress on key behaviors to help drive rep accountability. With a comprehensive view of a team’s performance, managers can know when, where, and with whom they need to take action. Customers adopting the Team Scorecard to hold reps accountable experience 22% higher buyer engagement and 10% higher course completion.
Reinforce Your Pipeline to Drive Predictable Revenue
To build a healthy pipeline that fuels consistent revenue growth, enablement support is crucial. By delivering personalized buyer experiences, coaching to real-world conversations, and holding reps accountable to winning behaviors, you can create a team of high-performing sellers that consistently convert leads into opportunities that drive revenue for your business. To learn how to build an efficient, reliable pipeline with Highspot, download our e-book: A Fast-Flowing Sales Pipeline
If you’re a Highspot customer, unlock more enablement insights like these by joining our exclusive customer community, Highspot Spark Community!
This blog post is part of Highspot’s research-backed blog series, Highspot Insights. With the help of our research teams, we provide data-driven best practices for sales enablement. If you have a topic you’d like to learn more about, please let us know. We’d love to hear from you.
