Sales ops ·

Highspot adopts a new sales methodology using Gong for real-world training, rubric-aligned coaching, and adoption tracking

The problem

Highspot needed to roll out an entirely new sales methodology and ensure managers, reps, and marketing were aligned on goals and outcomes, while keeping learning light and the transition measurable for sellers already under pressure.

Workflow diagram · grounded in source

Beta test with small group

validation

“Lewis started by testing the training and coaching with a small group to get an overview of what parts were effective and which were not. "We always do beta testing first," says Lewis. "You learn so much from managers and from the beta g…”

Gong snippets for learning examples

output

“We use Gong snippets because that way, as reps are learning, they're able to really understand what good looks like”

Rubric-aligned manager coaching

validation

“As managers were coaching, they were using the same rubric we're going to use live once they're using the messaging in the field”

Full team rollout and onboarding

output

“the program just shifted into onboarding literally the next month, which was really helpful”

Track adoption with Gong trackers

feedback_loop

“Through Gong's trackers, they could see adoption and consistency in the field—which reps were using the talk track correctly, which were following up”

Evolve training based on tracking data

feedback_loop

“with access to Gong's tracking information Lewis and her team were easily able to evolve and pivot sections of the training or bits of follow up content to ensure everything was working at the highest level”

Reported outcome

Highspot successfully deployed the new sales methodology company-wide, transitioned it into onboarding the following month, and used Gong's trackers to continuously evolve training—with all teams aligned and reps performing faster than ever.

Reported metrics

Employee ramp speedperforming faster than ever

Team productivityproductivity increase

Training-to-onboarding transition timeshifted into onboarding literally the next month

Reported stack

GongGong Academy

Source

https://www.gong.io/customers/case-studies/how-highspot-adopted-a-new-sales-methodology-using-gong

Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Highspot successfully deployed the new sales methodology company-wide, transitioned it into onboarding the following month, and used Gong's trackers to continuously evolve training—with all teams aligned and reps perf…

What tools did this team use?

Gong, Gong Academy.

What results were reported?

Employee ramp speed: performing faster than ever; Team productivity: productivity increase; Training-to-onboarding transition time: shifted into onboarding literally the next month (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Beta test with small group → Gong snippets for learning examples → Rubric-aligned manager coaching → Full team rollout and onboarding → Track adoption with Gong trackers → Evolve training based on tracking data.