Company Overview
KPA provides compliance and safety solutions that help organizations protect employees, reduce risk, and maintain regulatory compliance. Their platform combines software, expert consulting, and an award-winning LMS to serve industries including manufacturing, automotive, and construction.

The Challenge
When Kelly Pinkerton rejoined KPA as Director of Enablement, she quickly identified common sales challenges:

• Deals were slipping late in the cycle.

• Reps often engaged the wrong stakeholders.

• Content sharing was inconsistent and inefficient, with sellers relying on scattered emails.

Kelly needed a solution that would centralize the buyer experience, provide visibility into deal activity, and create consistency across the sales team.

The Solution: SalesHood’s Digital Sales Rooms
KPA implemented Digital Sales Rooms to create a more buyer-centric and scalable sales process.

With Digital Sales Rooms, sellers could:

• Consolidate content in one easy-to-access location.

• Personalize each experience with welcome videos and tailored messaging.

• Collaborate with buyers through mutual action plans.

• Track engagement and identify decision-makers with real-time insights.

KPA launched Digital Sales Rooms with a focus on rapid adoption. Early champions were identified to drive peer advocacy. The launch was highlighted at the company’s Sales Kickoff with a hype video, resulting in 98% training completion in the first week. Within the first month, 96% of sales and marketing were actively using Digital Sales Rooms.

Key Results

Increased Win Rates: Within four months of rollout, sellers using Digital Sales Rooms reported an increase in win rates of 18 to 25 percent.

Faster Sales Cycles: By consolidating communication and resources, sellers moved deals forward faster. Reps eliminated delays caused by scheduling and content handoffs.

Larger Deal Sizes: Sellers reported larger opportunity values. Engagement data often revealed hidden decision-makers, such as CFOs, who were able to view the full process and supporting ROI materials.

Improved Buyer Trust: Digital Sales Rooms created transparency by showing buyers the full picture of the sales process. Buyers gained confidence through access to all relevant resources in one place.

Actionable Insights: Engagement data provided leadership with a clear view of pipeline health. Weekly reports highlighted activity on high-value opportunities, enabling proactive deal coaching.

Lessons Learned

Adoption succeeded because sellers saw immediate personal value. Digital Sales Rooms simplified selling, saved time, and created stronger buyer relationships. By focusing on buyer impact, KPA drove measurable results quickly.

Conclusion

KPA transformed its sales process with Digital Sales Rooms. In just months, the team achieved:

• 18 to 25 percent increase in win rates

• 96 percent adoption across sales and marketing

• Faster sales cycles and larger opportunity values

KPA proved that a buyer-first approach powered by Digital Sales Rooms drives engagement, improves productivity, and delivers measurable business impact.