- Traditional sales enablement models are struggling because content and training resources are fragmented, leading to inefficiencies, slow onboarding, and inconsistent execution across sales teams.
- AI-powered knowledge discovery and contextualized training can transform enablement by unifying information, delivering just-in-time, personalized coaching, and automating workflows, which drives measurable improvements in sales performance.
- The future of sales enablement lies in embedding AI into daily workflows to create a single source of truth and enable dynamic, continuous learning, positioning enablement as a proactive driver of revenue rather than a reactive support function.
Hitting revenue goals is tougher than ever. Not only are buyers more informed, but the tools and training resources reps need are scattered across a patchwork of disconnected databases and applications. Many sales teams spend as much as 70% of their time on activities that don’t directly drive pipeline or move deals forward. This slows down onboarding, drags out sales cycles, and often masks the true sources of pipeline risk. For sales enablement leaders, the problem is especially pronounced. You’re stuck managing out-of-date resources and fielding the same questions week after week, resulting in new hires facing long ramp times and senior team members spending valuable hours coaching instead of focusing on bigger deals.
Traditional enablement models, which rely on static content repositories and periodic training sessions, can’t keep pace with this new reality. Content gets buried in legacy learning management systems, crucial competitive intel is lost in expired Slack threads, and reps are left to hunt for answers on their own. Scaling personalized, high-impact enablement has become a complex challenge.
Enablement remains a critical productivity lever for sales teams, and the advancement of AI technology provides an exceptional opportunity to scale and improve it. However, the real opportunity isn’t just about drafting emails faster or summarizing call notes. It’s about creating a single, trusted layer that surfaces the right content, training, and competitive signals exactly when reps need them. Teams once fighting to keep up with product launches or competitive shifts can now orchestrate onboarding, ongoing learning, and field coaching in a much more targeted and measurable way.
From content chaos to contextual coaching
For many sales teams, the promise of AI lies in its ability to transform scattered information into contextual, actionable guidance. Instead of pointing reps to a folder of one-pagers, AI can deliver the specific answer they need, right in their workflow. This shift from managing content to enabling performance is where leading teams are seeing the most significant impact.
Imagine a new hire who can ask a question and get an instant, verified answer based on your company’s most up-to-date playbooks, rather than interrupting a senior seller. Or a sales manager who can use an AI agent to score a rep’s discovery call against your sales methodology, providing data-driven feedback for more consistent coaching. This is how AI is moving enablement from a reactive support function to a proactive driver of sales excellence. When knowledge is unified and accessible, even amid fast-changing playbooks, organizations see measurable gains in rep participation, deal velocity, and the consistent adoption of best practices.
Unblock everyday enablement workflows with clear context and data
Even with the best intentions, enablement leaders often find themselves bogged down by recurring challenges that limit their strategic impact. The root of the problem is almost always the same: fragmented knowledge and inefficient processes.
First, there’s the constant struggle to maintain a single source of truth. Pricing changes, messaging updates, and new competitive battlecards are created, but getting reps to find and use the latest versions is a constant struggle. This content sprawl not only creates confusion but also leads to inconsistent execution in the field. Reps either fall back on outdated materials or waste precious time hunting for the right information across dozens of apps and sites.
Second, scaling personalized support is nearly impossible with traditional methods. Every rep has different strengths, weaknesses, and knowledge gaps. While one-on-one coaching is effective, managers have a finite amount of time. Enablement teams are challenged to provide role-specific, activity-led learning that actually sticks. The result is often generic training that fails to address the specific behaviors that lead to larger, faster, and cleaner deals.
Finally, proving the ROI of enablement programs remains a persistent hurdle. It’s difficult to connect the dots between a training session and a closed deal. Without clear data on content usage, skill adoption, and impact on sales metrics, enablement can be wrongly perceived as a cost center rather than the revenue-driving force multiplier it is.
Glean—Work AI that actively scales and accelerates enablement
Glean’s work AI platform is designed to solve these core challenges by connecting and understanding all of your company’s knowledge. By creating a secure, intelligent foundation, Glean empowers enablement leaders to build the dynamic, scalable, and measurable programs that modern sales teams need.
Glean unifies information from across all your applications, so reps can find trusted, up-to-date answers in seconds. Whether it’s a competitive battlecard, a case study, or the latest pricing sheet, everything is instantly searchable. This eliminates the time reps waste hunting for information and ensures they’re always using the most current, on-brand materials. With Glean, you can organize content into curated Collections for structured onboarding or let reps self-serve with confidence knowing they’re getting verified information every time.
With Glean Agents, you can go beyond search and automate entire workflows. Enablement teams can build custom agents to standardize your sales methodology and deliver coaching at scale. For example, an agent can analyze a Gong recording and score the rep’s performance against the MEDPICC framework, providing immediate, data-driven feedback. Other agents can automate administrative tasks like updating Salesforce, preparing account handoffs, or generating first drafts of RFPs, freeing up reps to focus on high-value selling activities.
Equip your sales team for future success
The future of sales enablement isn’t about adding another tool to the stack. It’s about fundamentally changing how reps access knowledge and build skills. By embedding AI into the daily flow of work, you can build a single source of truth while moving from static, one-size-fits-all training to a dynamic model of continuous, just-in-time learning. The right mindset is to see AI not as a replacement for great enablement, but as the engine that powers it.
Ready to see how AI-powered enablement can drive measurable results for your team? Request a demo of Glean today!
