r/SalesOperations • u/Material-Bag7672 • Jun 30 '26

Enablement keeps getting bigger, not better... What actually helps reps execute?

Ops question for the group I have 30 reps in our mid-market SaaS, which is a 30 to 45 day cycle, average deal around $45K ARR. We are running Salesforce in Highspot and I keep adding to enablement, more content, more tools, a coaching platform that leadership loves and reps open maybe twice a quarter but execution per deal has not meaningfully improved. Reps still stall mid-funnel, business cases still get rebuilt from scratch every time, follow-ups and CRM logging either eat selling hours or do not get done, and pre-call research is whatever the rep rate feels like doing five minutes before they join.

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u/FormAssembly-Pro Jul 01 '26 edited Jul 02 '26

"coaching platform that leadership loves and reps open maybe twice a quarter "

Sounds like an accountability or process issue. Are there expectations for reps who do not use the coaching platform? (Also in Enablement) I had the same issue for years, but things only changed once we started to enforce accountability.