Sales enablement is no longer a nice-to-have. It’s a must-have. With modern sales teams juggling content, tools, buyers, and processes, the right enablement platform can be the difference between hitting quota and falling behind. In this article, we break down the most important stats on sales enablement tool adoption and usage. Each one will give you a clear view of what’s working, how teams are using it, and what tactical takeaways you can apply right away.
1. 78% of high-performing sales teams use a sales enablement platform
Why top sales teams rely on enablement
Nearly 8 out of 10 top-performing sales teams are actively using a dedicated sales enablement platform. That tells us something simple: success leaves clues. These platforms aren’t just fancy dashboards—they’re tools that power everyday selling by giving reps the content, context, and coaching they need right when they need it.
Sales enablement tools serve as a central source of truth. They help align marketing content, sales scripts, buyer insights, and CRM data into one place. When reps don’t have to hunt for materials or invent processes on their own, they close deals faster.
What this means for your team
If your team isn’t using a sales enablement tool today, you’re likely at a competitive disadvantage. Start by identifying the core friction points in your current sales cycle. Are reps spending hours searching for case studies or proposal templates? Are they unsure which email sequence works best for each persona? Those are symptoms that an enablement tool can solve.
Make adoption easy. Don’t overload your team with features. Focus first on core functionality—content management, onboarding resources, and guided selling tools. Track usage weekly and gather feedback from reps to refine the system over time.
Enablement is not just for large enterprises anymore. Whether you’re a five-person sales team or 500, the right tool helps you punch above your weight.
2. 65% of B2B organizations report using at least one sales enablement tool
The B2B space is already onboard
Two-thirds of B2B companies already use some form of sales enablement. This includes everything from simple document hubs to AI-driven sales intelligence platforms. Why the surge? Because modern buyers expect value in every interaction, and reps need support to deliver that.
The shift toward digital-first selling has made enablement tools a non-negotiable asset. Buyers often complete 70% of their decision-making before ever talking to a sales rep. When that conversation finally happens, the rep must be ready to guide, educate, and close—fast.
What this means for your business
If your B2B company isn’t using an enablement tool yet, you’re behind the curve. But it’s not too late. The key is to start small and build smart. Look at what your reps actually need—don’t just buy software for the sake of it.
Start by centralizing your sales content. Create a living library that’s easy to search, always updated, and connected to your CRM. Then, layer on tools that support call coaching, performance tracking, and buyer engagement metrics.
Remember, usage leads to ROI. The more your reps rely on the tool, the faster you’ll see gains in win rates, deal velocity, and team confidence.
3. Sales teams with enablement tools see a 49% higher win rate
Enablement is directly tied to revenue
Almost 50% higher win rates—that’s not a small bump, it’s a huge leap. Sales enablement tools make it easier for reps to speak to buyer pain points, share relevant content, and follow up faster. That adds up to more closed deals.
Tools like Seismic or Highspot provide real-time content recommendations based on the deal stage or customer profile. This helps reps send the right message at the right time. Combine that with guided selling paths, and you’ve got a proven formula for higher conversion.
How to turn this into a win-rate boost
The best way to use enablement tools for higher win rates is to make them your team’s go-to resource during every part of the sales cycle. Train your reps to use it before every call, not just during onboarding. Monitor how often they access sales playbooks, open content, or use guided messaging. These behaviors often correlate with performance.
Also, align your marketing team with sales enablement. When content is created for actual sales use—not just branding—it becomes much more impactful.
Finally, audit your win-loss data. What do deals that close have in common? Feed that insight back into your enablement tool so every rep benefits from the patterns that work.
4. 91% of companies using sales enablement tools report that they help close deals
Almost everyone sees real results
Over nine out of ten companies say sales enablement tools help close deals. That’s about as close to universal as you can get in business software. These tools work because they reduce the friction between buyer questions and rep answers. Instead of guessing or scrambling, your team can deliver value fast.
Enablement isn’t just about content. It’s also about processes, playbooks, real-time analytics, and coaching. When all of that is packaged into one platform, sales reps spend more time selling and less time organizing.
What you can do today
If you already have an enablement tool, ask your sales team this simple question: “What part of this tool helps you close deals?” The answers will show you which features are working and which are being ignored.
If you’re just getting started, prioritize the features that make the biggest impact during live conversations—content recommendations, objection handling guides, and competitor battle cards.
Don’t let the tool sit unused. Run training sessions, create short how-to videos, and set benchmarks for usage. The tools only help if they’re actually used. Treat enablement like part of your culture, not just software.
5. HubSpot Sales is used by over 135,000 businesses globally
A leader by volume and versatility
HubSpot has become one of the most widely adopted sales enablement tools in the world. Why? It’s easy to use, scales well with small and mid-size teams, and integrates tightly with marketing and CRM data.
From email sequences to pipeline automation and sales playbooks, HubSpot offers an all-in-one solution. It’s especially useful for teams that want to avoid the complexity of connecting multiple tools.
Should you consider HubSpot?
If you’re a fast-growing company looking to consolidate your sales stack, HubSpot is a great option. It works well for startups, agencies, B2B service providers, and mid-market tech firms.
Focus on its strengths—deal tracking, email outreach, lead engagement, and rep dashboards. Make sure you customize templates and sequences to fit your industry and voice.
What matters most is usability. If your reps actually enjoy using the platform, they’ll be more consistent in follow-up and more confident in their sales process. That consistency is what drives results.
6. 70% of sales reps say that enablement content is hard to find without a centralized tool
Searching for content kills momentum
When reps can’t find what they need, deals slow down. It’s that simple. Imagine a rep scrambling through Google Drive folders or pinging three different people to find a customer case study. That lost time adds up—and so does the frustration.
Seventy percent of reps say this is a daily issue. They know content exists, but it’s buried in email threads, disconnected platforms, or old Slack messages. That breaks the flow of the sales process.
How to fix content chaos
Centralize everything. Your sales enablement tool should act like a searchable library. Sales decks, battle cards, pricing guides, case studies—they all need to live in one place. Tag content by persona, stage, product, and use case. Make it intuitive.
Involve your reps in organizing it. Ask them: what’s hardest to find? What’s outdated? You’ll get instant insight on what to clean up.
Also, train your reps on how to use search and filters. Many tools have smart discovery features that go unused. When content is easy to access, it gets used more—and that leads to better conversations with buyers.
7. 63% of sales enablement tool users report improved cross-team alignment
Breaking silos between sales and marketing
One of the hidden superpowers of sales enablement tools is that they bring departments together. Sixty-three percent of users say these platforms help sales and marketing teams work better together. That’s huge, especially when you consider how often these teams operate in isolation.
Marketing creates content. Sales needs it. But without a feedback loop, that content may not be useful—or even used. Enablement tools fix that by making performance visible. You can track which materials get opened, shared, and drive results.
Creating better alignment through your tool
Use your enablement tool to share data between teams. Show marketing which assets are winning deals. Let sales vote on content or leave comments. Over time, you’ll create a content engine that’s demand-driven—not just driven by what marketing thinks works.
Schedule regular enablement reviews. Once a month, bring sales and marketing together to discuss what’s landing with prospects and what’s missing. Use your tool’s analytics to guide that conversation. The more both teams see what’s working, the more they’ll want to collaborate.
When sales and marketing row in the same direction, your message becomes sharper, your content more relevant, and your pipeline more predictable.
8. Seismic is used by 50% of Fortune 500 sales teams
Enterprise trust means proven performance
When half of the biggest companies in the world use Seismic, it says something. Seismic has positioned itself as a robust, enterprise-grade sales enablement tool with deep integrations, automation, and scalability.
Large teams rely on it for structured content delivery, data-driven insights, and coaching at scale. The reason? It works across regions, teams, and industries without getting messy.
Is Seismic right for you?
If you’re scaling past 100 reps or working with multiple products, geographies, or complex sales cycles, Seismic can be a strong fit. It helps enforce consistency across reps, provides analytics on content performance, and integrates well with tools like Salesforce and Microsoft.
But it’s also a high-investment tool. If you’re a startup, Seismic might be overkill. However, if you’re mid-market heading toward enterprise, start planning for it early. Design your sales process with scale in mind so that, when the time comes, you’re ready to plug into a robust system like Seismic.
The takeaway? Proven adoption at the top means Seismic is a safe bet when complexity rises.
9. 85% of sales leaders believe tools like Highspot and Seismic increase seller productivity
Productivity is the real ROI
Enablement tools aren’t just about saving time—they’re about shifting time toward revenue. Eighty-five percent of sales leaders see this clearly: when reps use tools like Highspot or Seismic, they get more done that actually matters.
It’s not about working more hours. It’s about spending more of each hour on meaningful sales activity. Less admin, fewer repetitive questions, and faster access to insights all add up to more pipeline and more closed deals.
How to drive productivity through enablement
Start by defining what productivity means for your sales team. Is it more meetings booked? More demos delivered? Shorter deal cycles? Then, map your enablement tool to support those specific activities.
For example, if speed to proposal is a problem, use your tool to templatize proposals. If reps need help with call prep, build pre-call checklists and playbooks into the tool.
Also, use analytics to spot time-wasters. See what content never gets touched. Identify reps who aren’t using the platform and find out why. Often, a small training tweak unlocks big usage improvements.
Productivity comes from simplicity. The best tools make it easier to sell, not harder to learn a new system.
10. 44% of companies use Salesforce Sales Cloud as their primary sales enablement platform
The CRM as an enablement engine
Almost half of companies are leaning on Salesforce Sales Cloud as their main sales enablement tool. That might sound surprising, but it makes sense. Salesforce is already the system of record for customer interactions. With the right setup, it can also be the system of enablement.
Salesforce allows you to embed playbooks, link to content, automate follow-ups, and track engagement all from one place. For companies that want to reduce tool sprawl, this is a powerful option.
Making Salesforce work like a true enablement tool
Start by reviewing your current Salesforce setup. Are reps just logging notes? Or are they getting real-time insights, guidance, and support during the sales process?
Consider adding features like guided selling paths, pre-written email sequences, and objection-handling modules inside the CRM. You can also use tools like Salesforce Enablement or third-party integrations like Seismic and Highspot that plug directly into Salesforce.
The goal is to make sure Salesforce helps reps move deals forward, not just record what already happened. That shift—from database to guidance system—is where the real power lies.
11. Companies using enablement platforms reduce ramp time for new reps by 40%
Onboarding made faster and more effective
One of the biggest challenges in sales is getting new hires up to speed. Without structure, onboarding drags. Reps sit through long training sessions, forget what they learned, and then struggle on real calls. But companies using enablement platforms cut that ramp time by almost half. That’s not just about speed—it’s about confidence and early success.
Enablement tools give new reps everything they need in one place. Training videos, playbooks, talk tracks, product sheets—nothing is scattered. More importantly, they can learn in context, not just in theory. This builds real competence faster.
Your playbook for faster onboarding
Use your sales enablement platform as the center of your onboarding experience. Don’t rely on PDFs or Zoom sessions. Instead, build out structured learning paths that include role-playing videos, sample pitches, and interactive scenarios.
Break content into short, focused lessons—think five to ten minutes each. Track progress through completion metrics inside the tool. Give reps a scorecard, so they know exactly what’s expected in week 1, 2, and beyond.
Also, assign a “buddy” system. Let new reps shadow top performers by watching actual call recordings through the platform. This makes learning practical instead of theoretical.
Fast ramp-up doesn’t mean rushing—it means removing friction. The right platform creates clarity, consistency, and confidence from day one.
12. Sales enablement tool usage has grown by 343% since 2018
A massive shift in how sales teams operate
Sales enablement tools aren’t a trend—they’re a movement. A 343% growth rate shows just how fast companies have realized their value. In just a few years, what was once optional is now essential.
The explosion in remote selling, the rise of buyer self-education, and the demand for real-time data have pushed companies toward tools that help sellers meet buyers where they are—quickly and smartly.
What this growth means for your strategy
You can’t afford to sit on the sidelines. With this kind of adoption, your competitors are already using these tools to streamline their teams, personalize their outreach, and close faster. To stay relevant, you need to evolve.
Start with a current-state audit. What’s working? What’s not? Where are your reps wasting time? Identify where tech can remove effort and improve output.
Then, evaluate platforms based on ease of use, integration with your CRM, and how they help reps in real-time—during calls, emails, and deal follow-ups. Don’t chase flashy features. Choose tools that solve everyday problems.
The growth of enablement tools tells you one thing: this isn’t optional anymore. Get ahead of it before it becomes a scramble.
13. 52% of marketing content created for sales goes unused without enablement tools
Wasted effort, wasted potential
More than half of all marketing content made for sales teams ends up collecting dust. Why? Because reps can’t find it, don’t know how to use it, or simply aren’t aware it exists. That’s a huge miss—not just for marketing, but for sales results too.
When content doesn’t get used, it’s not just a waste of time—it’s a lost opportunity. The right blog post, deck, or case study could have pushed a deal forward. But without visibility and context, it gets ignored.
How to make your content work harder
Use your enablement platform to build a clear connection between content and action. Tag every piece with its intended use: deal stage, persona, industry, or objection type. This makes it searchable and relevant in the moment reps need it.
Also, track performance. Which content gets shared most? What gets opened by prospects? Use these insights to inform future content creation. Kill what’s not working, and double down on what is.
Educate your reps on how and when to use content. Add short descriptions, sample email scripts, and success stories right in the tool. This context turns content from clutter into fuel for conversations.
Marketing and sales should co-own enablement. That’s the only way to ensure content actually drives revenue.
14. 89% of companies using sales enablement report better alignment between sales and marketing
Bridging the communication gap
Alignment between sales and marketing has been a buzzword for years, but sales enablement tools are finally making it real. Nearly 9 out of 10 companies say these tools help both teams work together more effectively.
When sales and marketing are aligned, buyers get a consistent message, reps get relevant content, and feedback loops become fast. That’s not just internal harmony—it’s a better buyer experience.
Steps to drive alignment through enablement
Start with shared goals. Make sure both teams are measured on the same outcomes—pipeline growth, win rate, or content usage—not just leads or downloads.
Use your enablement platform to create transparency. Let marketing see which sales materials actually get used. Let sales give feedback on what’s missing or unclear. Create a monthly sync where content performance is reviewed and improved.
Build a content request system. Reps should be able to request new content from within the tool. This ensures what gets created is driven by real conversations, not guesses.
When both teams operate in one platform with shared data, guesswork disappears. And when alignment improves, so does revenue.
15. Outreach.io users report 30% more meetings booked per rep
Turning effort into outcomes
Sales development reps live and die by one thing—booking meetings. Outreach.io helps them do just that, with users reporting a 30% lift in meetings booked. That’s a serious edge, especially in noisy markets.
The tool works by automating email sequences, follow-ups, and tasks. It doesn’t just make outreach easier—it makes it smarter, by surfacing the right messages at the right time, and helping reps stay consistent.
How to increase meetings through automation
Use Outreach—or similar tools—to build structured sequences based on persona, trigger events, or pain points. Don’t rely on manual outreach that’s easy to forget or inconsistent in tone.
Test subject lines, email copy, and timing. Outreach tracks engagement data so you can optimize each step. Look at reply rates, open rates, and conversions. Small changes compound fast.
Train your reps to treat automation as augmentation, not replacement. Personalize when it matters—especially in the first line or reference to a shared interest. But let the tool handle the reminders, logging, and task creation.
Consistency wins in outbound sales. And tools like Outreach make it easier to follow through, even on a busy day.
16. 76% of reps say tools like Showpad help them personalize buyer experiences
Why personalization matters more than ever
Today’s buyers expect conversations tailored to their needs. Generic pitches and templated outreach no longer cut it. The good news? Tools like Showpad are helping 76% of reps offer highly personalized experiences, and that’s a game-changer.
Buyers want to feel understood. They want to know you’ve done your homework. When sales teams use enablement tools to surface content based on industry, role, or pain point, they create that sense of relevance. It builds trust quickly.
How to personalize with the right tools
Start by using your enablement platform to organize content by buyer persona. If you’re selling to a CTO in fintech, the content should reflect their world—not just your product. Include case studies from similar clients, tailored messaging templates, and relevant stats.
Then, train your reps to lead with context. Use what you know from CRM data, LinkedIn, or previous touches to guide the conversation. Showpad makes this easier by offering real-time suggestions during calls and meetings.
Also, collect feedback. Ask your prospects what kind of content was helpful. Use those insights to refine what the tool recommends going forward.
When buyers feel like you’re speaking directly to them, they listen longer—and convert faster.
17. Companies using sales enablement tools see 32% higher quota attainment
From activity to achievement
Quota attainment is the clearest sign of whether your sales process is working. Companies using enablement tools see a 32% lift in reps hitting their targets. That means the tools aren’t just helping reps stay busy—they’re helping them be effective.
Why the boost? Because these tools give reps structure, timely support, and better content. They remove guesswork and replace it with proven paths to success.
How to improve quota attainment with enablement
Use your tool to define and share what “good” looks like. That means top-performing email templates, call scripts, objection-handling guides, and follow-up sequences. Put those inside your enablement platform and make them easy to find.
Then, track usage. Who’s following the process? Who’s not? Often, your top performers are using these tools more consistently. Highlight those habits during coaching sessions.
Make sure quota goals are visible within your CRM or enablement dashboard. Visibility creates focus. When reps know how close they are to goal—and what actions will move them forward—they’re more likely to succeed.
Quota attainment is a byproduct of good systems. Enablement tools help build those systems, so performance becomes repeatable.
18. 61% of companies using enablement tools report faster deal cycles
Speed wins in sales
Long sales cycles kill momentum. Buyers lose interest, competitors slip in, and deals stall. But 61% of companies using sales enablement tools say they close faster. That’s a direct result of having the right content, timing, and communication all in one place.
Faster deal cycles mean more capacity. Your team can close more deals in less time, without burning out.
How to speed up your pipeline
Use enablement tools to map content to each stage of the buyer journey. When a buyer requests a proposal, your rep should instantly have access to a tailored pricing sheet and case study. No delays. No waiting for marketing to respond.
Automate hand-offs between sales and legal or procurement. Tools like Highspot and Seismic often integrate with workflow software, so you can keep things moving without dropping the ball.
Also, use analytics to identify bottlenecks. If deals slow down after the demo, maybe your follow-up process is weak. Enablement tools help you see that in real time and adjust.
Time kills deals. But the right tools speed up action and keep buyers engaged.
19. 48% of sales managers say enablement tools are critical for coaching and feedback
Coaching doesn’t scale without systems
Nearly half of sales managers say that coaching isn’t just better—it’s only possible—with enablement tools. Why? Because reviewing every rep’s calls, emails, and pipeline manually isn’t realistic. But with the right tool, you get visibility and context in seconds.
Good coaching requires data and consistency. Enablement tools offer both.
How to coach smarter with enablement
Use your tool’s analytics to see what top reps are doing differently. Look at which content they use, how quickly they follow up, and what sequences perform best. Then coach the rest of your team to follow that model.
Record and review calls directly inside your enablement platform. Tools like Gong or Chorus make it easy to highlight what went well and where to improve.
Also, set up automated alerts. If a rep hasn’t used a key piece of content or missed a step in the sales process, the tool can flag it for you. This way, coaching happens in real-time—not just in quarterly reviews.
Consistent feedback leads to consistent performance. Enablement tools make that feedback fast, objective, and actionable.
20. 86% of B2B buyers expect sales reps to know their business—tools like Highspot support this with contextual content
Buyers expect more than product knowledge
Today’s B2B buyers don’t want to educate your sales team. They expect you to arrive already understanding their business, industry, and needs. Eighty-six percent say this is non-negotiable. Tools like Highspot help reps deliver on that expectation.
Contextual selling isn’t about talking more—it’s about saying the right things at the right time. It requires prep, insight, and the ability to connect dots quickly.
How to sell with more context
Use Highspot or similar tools to build contextual content kits. These are collections of decks, use cases, ROI calculators, and industry insights that align to specific buyer roles. Your rep shouldn’t have to guess—they should just click, scan, and send.
Train your team to prep smarter. Before each call, use the tool to review the buyer’s company background, previous touchpoints, and pain points. Link that context directly to your value prop.
Also, measure buyer engagement. If a buyer is spending time on one piece of content, that’s a signal. Use it to steer the next conversation.
Knowing your buyer isn’t optional anymore. It’s the baseline. The right tools make that knowledge easy to access—and easier to act on.
21. 41% of salespeople using enablement tools spend less time on admin tasks
Time saved is time sold
Salespeople often spend more time entering data, updating CRMs, or finding content than actually selling. But enablement tools change that. With 41% of users saying they spend less time on admin work, it’s clear these tools don’t just help—they give time back.
Fewer manual tasks mean more conversations, more outreach, and more follow-ups. That’s where deals are won.
How to cut admin work with the right setup
Start by automating repetitive tasks. Many enablement tools integrate directly with your CRM and communication platforms. This means meeting notes, call recordings, and email activity are logged automatically. No more switching tabs to copy-paste updates.
Use templates inside your enablement platform for proposals, pitch decks, and follow-up emails. The less time reps spend formatting, the faster they move to the next task.
Also, build workflows that trigger based on activity. For example, when a rep sends a proposal, your system can automatically queue up the next email or follow-up reminder.
The goal isn’t just saving time—it’s refocusing time. Reps should be spending their best hours in conversations with buyers, not buried in paperwork.
22. 59% of organizations integrate their CRM with at least one sales enablement solution
Integration isn’t optional anymore
A tool that doesn’t talk to your CRM creates extra work. That’s why nearly 60% of companies now integrate their sales enablement solution directly with platforms like Salesforce, HubSpot, or Pipedrive. It’s about having one source of truth that’s always updated and always accessible.
Integration ensures that sales, marketing, and customer data all flow through the same system. No double entry. No data gaps. No confusion.
How to make your systems work together
Start by mapping out your sales process from lead to close. Identify where your reps switch between tools—email, CRM, enablement platform, proposal builder. Then find ways to connect those steps.
Most enablement tools offer native CRM integrations. Use them. Pull CRM fields into your content workflows. Sync activity logs. Use CRM triggers to recommend content for a specific lead or opportunity stage.
Also, work with your ops team to ensure data quality. If integration syncs bad data, it just creates bigger problems. Keep fields consistent, clean up duplicates, and make sure everyone uses the same naming conventions.
The more connected your tools, the smoother your sales motion. And smooth sales motion means more closed deals.
23. Sales enablement tech stacks now include an average of 4 tools per organization
One tool rarely does it all
The average sales enablement stack isn’t just one platform—it’s a blend of four. This might include a content hub, a training tool, a conversation intelligence platform, and an automation solution. Why? Because sales is multi-layered. Different tools solve different problems.
Instead of trying to find one tool that does everything poorly, smart companies build a focused stack where each tool excels.
Building a lean but powerful stack
Begin with your reps’ biggest time drains. Do they struggle with content access, training, outreach, or call analysis? Choose tools that solve those first.
For example:
- Highspot for content and playbooks
- Gong for conversation intelligence
- Outreach for email sequences
- Salesforce for CRM
Make sure these tools integrate. Siloed tools frustrate reps and slow down adoption. Choose platforms with open APIs or native connections.
Then, focus on training. Don’t just install tools—teach reps how to use them in real-life sales scenarios. Show them how the tools fit into their daily workflow.
Finally, review your stack quarterly. Remove unused tools and double down on what works. A tech stack should evolve with your sales strategy—not stay frozen.
24. 67% of reps using enablement platforms say they feel more confident in sales conversations
Confidence changes everything
Two-thirds of reps using enablement platforms say they feel more confident during sales calls. That’s a powerful stat. Confidence isn’t just about tone or posture—it’s about knowing you’re prepared, supported, and ready for any question.
When reps have instant access to product sheets, objection handlers, and competitor comparisons, they feel in control. And buyers can sense that.
How to build rep confidence through your platform
Start by building a strong knowledge base. Include FAQ sheets, objection rebuttals, call recordings, and competitor one-pagers. Put all of it into your enablement platform and make it easy to navigate.
Use training modules that simulate real calls. Reps should practice before they go live. Enablement tools with video coaching features let them record practice pitches and get feedback.
Also, highlight success stories. Show examples of deals closed using certain content or messaging. When reps see what works, they’re more likely to use it—and believe in it.
Confidence grows when preparation meets clarity. The more reps feel supported by your system, the bolder they’ll be in conversations.
25. 58% of companies with formal sales enablement functions use a dedicated platform
Structure needs a home
When companies invest in formal sales enablement roles or departments, more than half use a dedicated platform. That makes sense. You can’t scale strategy with spreadsheets and Slack messages.
Dedicated platforms offer structure. They provide one place for content, training, analytics, and feedback. And when enablement is formalized, it needs a clear operating system.
Why you should centralize your enablement efforts
If you’ve got a sales enablement lead or team, give them the tools to succeed. A dedicated platform allows them to manage content, assign training, and measure performance across reps and regions.
Look for platforms that offer flexible permissions. You want to be able to control who sees what—especially as your team grows.
Also, give your enablement team access to data. What content gets used? What training is completed? Which reps are following the playbook? These insights let them make smarter decisions and build better programs.
Enablement isn’t just a project—it’s a function. And functions need systems. A dedicated platform ensures your enablement efforts stick, scale, and succeed.
26. Vidyard adoption among sales teams grew by 157% from 2020 to 2023
Video is changing the sales game
From 2020 to 2023, Vidyard adoption grew by 157% among sales teams. That’s a huge jump—and it’s not hard to see why. Video helps reps stand out in crowded inboxes, build trust faster, and explain complex ideas simply. And now, it’s easier than ever to record and send.
Reps don’t need to be video pros. They just need a webcam and a message. The personal touch of a short video makes buyers feel seen. And when that happens, they’re more likely to engage.
How to use video effectively in your sales motion
Start small. Use Vidyard to send 30-second video intros to new prospects. Mention their name, reference their company, and state one clear reason you’re reaching out. Keep it light, clear, and human.
Then, use video in deal stages. Walk through a proposal, answer a complex question, or recap a call. Seeing your face makes it easier for buyers to trust you—and to share your message internally.
Also, track performance. Vidyard shows who opened, watched, and rewatched your videos. Use that insight to follow up at the right time.
You don’t need to go viral. You just need to be real. In a sea of text, your face is your advantage.
27. 72% of users report that enablement tools lead to more consistent messaging
Consistency beats creativity in scaling sales
When reps all say different things, buyers get confused. But when messaging is consistent, the brand feels sharp, clear, and trustworthy. Seventy-two percent of enablement tool users say these platforms help create that consistency—and it shows in the results.
It’s not about turning reps into robots. It’s about giving them a proven foundation they can build from.
How to lock in messaging consistency
Start by creating message templates inside your enablement tool. These should cover emails, pitches, product descriptions, and value props. Make them short, simple, and easy to personalize.
Update them often. Messaging should evolve with the market. Use performance data to see which versions convert better—and then roll those out across the team.
Also, track who’s using what. If a rep is going off-script and struggling, guide them back. If they’re improvising and crushing it, learn from them and update the script.
Consistency creates clarity. And clarity sells.
28. 64% of sales teams using enablement platforms see improvements in forecasting accuracy
Better inputs, better forecasts
Accurate forecasting is a constant challenge. Deals get stuck. Reps get overly optimistic. Managers guess. But 64% of sales teams using enablement tools say their forecasts are more accurate—and that’s a major win.
Enablement platforms help standardize how deals move through the pipeline. They make it easier to see what’s real, what’s not, and what needs help.
How to improve forecasting with enablement
First, tie your sales stages to specific actions. Don’t let reps move a deal to “commit” unless certain content has been sent or a key meeting has happened. Enablement tools can track this automatically.
Next, analyze past wins. What content was shared before closed-won deals? How fast did they move? Use that as your benchmark for current deals.
Then, use enablement analytics to flag red flags—like stalled content engagement or missed steps. These signals help you step in before deals go dark.
Forecasting is only as good as your data. And enablement tools improve the quality of that data by tracking behavior, not just pipeline notes.
29. Only 32% of companies track content performance without a sales enablement tool
Blind spots hurt revenue
If you’re not using an enablement tool, there’s a 68% chance you have no idea what sales content is actually working. That’s a problem. Because if you can’t measure content, you can’t improve it. You’re flying blind.
Enablement tools solve this. They show which decks get shared, which case studies get opened, and which one-pagers help close deals. That visibility turns content from a guess into a strategy.
How to start tracking what matters
Make content trackable. Use your enablement platform to host files, not just email attachments or Google Docs. That way, you’ll know who’s opening what, when, and for how long.
Look for patterns. Does one deck outperform the others? Does a certain case study lead to faster closes? Use that insight to update your playbooks.
Also, clean house regularly. If a piece of content hasn’t been used in six months, archive it. Highlight top-performing assets at team meetings and reward reps who use them consistently.
If you’re not measuring content, you’re wasting content. Let your enablement tool show you what’s working—and what’s not.
30. 79% of sales enablement users say their tools are essential for remote selling success
Selling from anywhere needs structure
Remote selling isn’t going away. Whether your team is hybrid or fully remote, the need for strong systems is bigger than ever. And 79% of sales enablement users say their tools are key to making remote selling work.
When reps aren’t sitting next to their managers, they need digital support—real-time guidance, content access, and training that fits their schedule.
How to make remote selling seamless
Use your enablement tool to create a digital sales floor. Reps should be able to access scripts, collateral, training, and call recordings from anywhere.
Offer asynchronous training. Don’t rely on Zoom marathons. Let reps learn on their own time through videos, quizzes, and interactive guides.
Track behavior, not just results. If a remote rep is struggling, your enablement tool can show if they’re skipping steps, missing follow-ups, or underusing content.
And finally, create community. Use the platform to celebrate wins, share best practices, and highlight top performers. Remote doesn’t mean isolated.
When structure supports freedom, remote selling becomes just as powerful as in-person selling—sometimes even more.
Conclusion
Across every stat, one thing is clear: sales enablement tools have moved from nice-to-have to mission-critical. They drive faster onboarding, sharper messaging, better content usage, and stronger sales-marketing alignment. They don’t just save time—they build confidence, improve forecasting, and close more deals.
