How Sales Enablement Lost Its Way and the Fix That Brings Results Back

Sales organizations have spent millions on enablement programs in recent years. They’ve tracked increases in attendance rates, certification rates, and the size of their content libraries, yet the core metrics those programs were supposed to improve have remained stagnant.

Despite the investment, revenue performance hasn’t changed. Deals aren’t moving faster, qualification is still inconsistent, and leaders are entering quarter-end without confidence in the number.

Something is breaking in the path between learning and execution.

This brief takes you inside that cycle. You’ll see why classroom learning fades the moment deal pressure hits, why sellers slip back into old habits even after extensive training, and where execution breaks down inside the revenue cycle. You’ll also learn what separates the teams that repeat the same year from the teams that build steady, measurable improvement.

Inside, You’ll Learn:

• Why heavy investment in classroom learning isn’t leading to better performance in the field
• Why reps revert to pitch-first habits when deals get tense
• What the data shows about skill decay and its impact on win rates, deal velocity, and forecast reliability
• What top-performing teams do differently to make new skills stick
• How a simple shift changes the entire trajectory of revenue performance