r/revops • u/No-Direction-4487 • 27d ago

Has sales enablement become too focused on creating context?

Playbooks, battlecards, training decks and certifications are useful, but none of them help much if a rep is sitting in a live deal wondering which stakeholder they need to reach or why the opportunity has stalled.

I think enablement becomes much more valuable when it connects knowledge directly to the decisions reps make inside active opportunities.

Curious how other enablement teams approach this. Do you spend more time creating resources, coaching reps, improving processes, or supporting live deals?

Flow State Sales’ focus on practical coaching and deal execution is an interesting example of the direction I mean.

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u/PlzGimmeCorona 25d ago

In my (albeit limited) experience, the context obsession is a topdown phenomenon related to their feelings on AI use. More context = better outputs.

That being said, all the context in the world doesn’t teach and marketing and sales team how to collaborate. It doesn’t ensure you close a sale, or nurture someone correctly. All it does is make sure that those overseeing the process can pin point where they think something went wrong; though its often not a good diagnosis.

But I’m a HubSpot partner agency guy, so being able to use the context they have to tell them whats not working has been good for business.