Smarp scales the skill level of it's Account Executives to smash it's revenue target on the path to its acquisition

Who is Smarp?

Smarp is an employee communications and advocacy platform that helps enterprise businesses communicate effectively with their entire workforce, corporate and frontline. Through Smarp, businesses can create, aggregate, and automatically deliver personalized content to every employee while empowering them to amplify select messages externally.

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Challenge: stretched Managers, ambitious revenue numbers and a need for continuous improvement 

Smarp’s Chief Revenue Officer Anup Khera joined Smarp in 2019 following a Series A raise and was brought in to take the revenue engine to the next level and continue growth into the enterprise market.

By the time Uhubs and Smarp began working together in 2021, Anup had established a new look playbook, integrated Salesforce from the ground up, rebuilt the team and set an ambitious strategy: “Believe, Achieve and Scale”.

As the Smarp team entered the Scale phase of their growth strategy there were three key outcomes Anup wanted to achieve:

1. Enable continuous improvement of the team through the year
2. Support Managers and save them admin time across the coaching process
3. Measure the impact of training and enablement and optimise it throughout the year 
   

Smarp partnered with Uhubs because of the unique insights Performance Intelligence can provide not just in core competencies but in softer areas like mindset and motivation. In 2021 it became apparent that remote sales was here to stay and Uhubs is able to shine a light on blindspots that have become harder to reveal remotely.

The Managers at Smarp had implemented a competency and measurement framework using an excel copy of the framework and survey monkey. The process was manual and reliant on manager time that could be better spent on coaching and high value activities. Expecting reps to shadow Managers and manually record development focus areas to have a record of progress was not scalable. 

Solution: Personalised enablement and measurable ROI

Within minutes the Managers were set up with their own dashboards to highlight blindspots across their team and reps began receiving tailored coaching and content recommendations weekly to plug the gaps.

Managers have been equipped with data-driven coaching suggestions to improve the effectiveness of 1:1s and eliminate admin time in the coaching process.

As for engagement, Uhubs remains an ‘invisible hand’ to reps, providing them with the right recommendations at the right time based on their unique skillset.

Results: Smarp smash their revenue target

Since rolling out Uhubs in April 2021, Smarp has been able to achieve an improvement in sales velocity, increasing average deal sizes and conversion rates whilst saving 41 hours per quarter in manager admin time previously spent on planning development of reps.

Reps have a clear understanding of what good looks like and the precise areas they need to develop in order to improve their performance. These improvements in different competency areas are measured over time, providing leadership with valuable data to understand the ROI on enablement spend.

All of these benefits have been developed with low lift, minimal onboarding time and seamless integration. 

The Smarp team has smashed their 2021 revenue targets and were recently acquired by Germany's COYO.