Case Study: McKesson achieves higher seller agility and training adoption with Highspot

How McKesson Decreased Deals Lost by 34%

McKesson partnered with Highspot to strengthen its sales enablement infrastructure, with a particular focus on analytics and training. The company needed better visibility into how enablement initiatives affected seller performance and wanted to address challenges that were slowing rep success.

Using Highspot’s Analytics and workflow-based learning platform, McKesson delivered bite-sized, high-impact training that reps could quickly apply in the field. The result was stronger adoption at 79% and an active learner rate of 57%, helping McKesson keep sellers up to date and improve agility as business conditions changed.

McKesson

Amanda Steiner

Director of Sales Enablement and Training