54 Opportunities created with global enterprise CHRO & SVP HR Executives in less than 90 days.

#workhuman

About Workhuman

Workhuman is the world’s fastest-growing integrated social recognition and continuous performance management platform. Their human applications are shaping the future of work by helping organizations connect culture to shared purpose. With a consistent stream of gratitude fueling unparalleled, provocative workplace data and human insights, Workhuman® Cloud is a critical software engine for global companies seeking to motivate and empower their people to do the best work of their lives. Formerly known as Globoforce and now operating as Workhuman, was founded in 1999 and is located in Framingham, Mass., and Dublin, Ireland.

Target Audience

Workhuman needed to narrowly target CHRO’s or SVP HR, and could not afford to waste their time in middle-management.

What sales challenges did Workhuman face?

Immense competition of HR executive’s mindshare

This buyer persona is one of the most inundated in an organization. People, process, and technology is all funneling into the CHRO, and this buyer persona is being attacked from all angles. Workhuman had to find a way to cut through the noise.

The C-Suite or bust

Workhuman had an incredible 60% win rate when they obtained access to the C-suite, and could convey their strategic value proposition. Without access to the C-Suite, their close rates plummeted. How could the sales organization flank the mid-level noise, and build value directly with the CHRO or SVP HR?

Yield-per-Seller was paramount to hitting their number

Workhuman had multiple open headcount needs, but couldn’t afford to use that as an excuse against quota. The sales and marketing leadership team needed to increase productivity-per-seller quickly, and build sales pipeline coverage now, not tomorrow.

How Was Success Measured?

Program success was evaluated through Sales for Life’s measurement framework, grounded on the
Kirkpatrick Evaluation Model, as the industry best-practice.

While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that Workhuman was able to correlate actual sales results through application of learning.

Results Delivered

•  54 Opportunities created in less than 90 days.
41% created with CHRO’s
83% with SVP HR or higher

•  The sales organization diversified their engagement strategies:
33% of opportunities created leveraged a “Sphere of Influence” story
26% shared new insights about the HR market
24% leveraged a compelling HR event as a center-piece to the conversation

•  57% of all opportunities created with CHRO’s, leveraged video as the communications medium to share ideas.

What’s Next?

Happy with the results, Workhuman is now entering into a reinforcement phase with Sales for Life to ensure knowledge is retained and continuously applied. With behavior change as the core driving principle, Sales for Life continues to support all sales professionals to ensure they’re ahead of the learning curves.

“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”

Zach Sherman

Customer Success Support & Account Development Enterprise ++ Majors

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