Sales Enablement Strategy

2026 – 2028

From Enablement to Empowerment

Coaching, Capability, and Intelligence

Building on our 2024–2026 foundation, our focus for the next two years is on three pivotal, parallel workstreams: cultivating a coaching culture, scaling AI-supported skills assessment, and leveraging AI-driven insights.

Our Three Pillars for Success

An integrated approach for sustained progress in culture, capability, and intelligence.

Pillar 1: Coach & Empower

Empower managers to become elite coaches, embedding a culture of continuous development and high performance.

Key Workstreams:
  • Manager Coaching Academy
  • Embedded Coaching Cadence
  • AI-Augmented Coaching Tools
  • Communities of Practice
Expected Outcomes:
  • Enhanced sales performance
  • Stronger, more adaptable sales force
  • Improved engagement & retention

Pillar 2: Assess & Accelerate

Scale AI-driven skill assessments and certifications to build a future-ready, high-performing sales team.

Key Workstreams:
  • AI Roleplay Expansion
  • Competency Certification Framework
  • Competency Heatmaps
  • Feedback Loop Integration
Expected Outcomes:
  • Improved win rates & pipeline velocity
  • Transparent, data-backed readiness
  • Greater seller engagement

Pillar 3: Intelligence & Insight

Leverage AI-driven insights with RevOps to optimize pipeline management and enable smarter, data-driven coaching.

Key Workstreams:
  • AI Pipeline Diagnostics
  • Manager Coaching Signals
  • Seller Productivity Insights
  • Closed-Loop Reporting
Expected Outcomes:
  • Improved forecast accuracy
  • Faster opportunity progression
  • Clearer links to revenue impact

Implementation Approach

Parallel Pillars

All three pillars run simultaneously, ensuring balanced progress across culture, capability, and intelligence.

Continuous Improvement

Quarterly reviews of adoption, impact metrics, and feedback to refine and optimize our approach.

Cross-Functional Collaboration

Partnership with RevOps, Product Marketing, and Regional Sales to align AI, content, and coaching resources.

How We'll Measure Success

Coaching Culture

Percentage of managers consistently coaching, measured via activity logs, skills assessment feedback, and embedded coaching cadences.

Skills Growth

Improvement in sales competency ratings, impact on tangible sales results, and certification attainment for both managers and sellers.

Intelligence-Driven Insights

Measurable increases in win rate, deal velocity, and forecast validation and accuracy.