Case Study: Upwork achieves data-driven sales readiness with Highspot

How Upwork Increased Active Learning by 78%

Upwork’s enablement team wanted to improve sales readiness through personalized coaching and data-informed learning, but lacked the analytics needed to measure what was working. The challenge was to identify the right reps to develop and better connect training efforts to performance and revenue outcomes. Upwork turned to Highspot and its unified enablement platform with native analytics to help close that gap.

With Highspot, Upwork could capture insights to inform coaching, reinforce learning, and continuously improve training programs for the “frozen middle” and lower performers. The result was a more targeted, measurable approach to enablement designed to increase productivity, deals, and quota attainment, helping Upwork move toward stronger revenue and business outcomes.

Upwork

Malia Di Salvo

Senior Manager of Training Effectiveness