Seismic Content and Seismic Learning play a significant role in seller training across Harbor Capital. This includes how enablement distributes content to all sellers, provides consistent coaching to improve client interactions, and builds a learning culture.
Playbooks in Seismic are valuable resources for new hires, allowing them to familiarize themselves with the product and messaging quickly. The enablement team has created playbooks for each investment, containing all relevant materials, including quarterly content, internal messaging, external assets, and competitive intelligence. Playbooks also allow them to integrate learning videos and sample pitches to help new salespeople convey the company’s approved messaging effectively.
Seismic Learning’s automated analysis tool helps Harbor Capital enhance its training process by providing real-time coaching to trainees, pointing out areas where they can improve, such as reducing filler words or adjusting their speaking pace.
Harbor Capital is also developing a learning path within Seismic Learning for new hires, aligning paths with the established sales process used by the entire team, making the onboarding process more accessible and consistent, even for those who may have missed in-person training sessions.
“With Seismic, we aim to enhance the onboarding experience and ensure consistent, effective messaging across the sales team,” said Green.
This enhanced onboarding experience has led to a decrease in new hire onboarding time. Additionally, Harbor Capital uses Seismic company-wide to build the “One Harbor” story and allow all employees to practice delivering key messages. It fosters a sense of community and encourages employees to refine their pitches.
The Seismic Enablement Cloud is a centralized repository for marketing-generated content, and the sales team’s content usage is crucial in establishing a brand presence and generating market interest. By working closely with the marketing department, Harbor Capital’s enablement team ensures that the content available in Seismic enables sales representatives to easily access and share relevant information with their clients, improving their relationship-building.
Enablement has created a homepage that hosts essential playbooks and tiles of commonly used content. This approach ensures that the most frequently accessed resources are readily available to the sales team, saving them valuable time.
Efficiency is a top priority for Harbor Capital, as Green shared the importance of easy access to materials. Green emphasizes that an efficient system is crucial because busy sales professionals may opt for alternative routes to access information if it’s not readily available. The efforts to tailor content and tagging to the sales team’s needs have significantly improved the ease of use for Harbor Capital’s sales team. “Efficiency of the system has increased, I’d say, 10-fold” since implementing content governance changes to Seismic, said Green.
Overall, Harbor Capital is committed to optimizing its sales team’s workflow and ensuring they have quick access to the necessary resources to excel in the field.
