How AI is Changing Sales Enablement Forever

If you ask a CRO or an enablement person, "Hey, what is the knowledge level of an account executive?" there is no clear way to define it or measure it. Figuring out the knowledge level and making sure that if the knowledge level is a friction point, how do you do personalized enablement plans?

An enablement person told me this: 20% of the people don’t do anything—they are going to learn and then go sell. Then there is 20% of the people who are not great at it; they need a ton of help. And then the other 60%, the bell curve in the middle, appreciate the help. The enablement people have to run their own normal programs to support the 60%, but the other 20% is where they have to do focused sales enablement. Unfortunately, the systems are not doing a good job of telling them to go focus on that 20% of people. The only thing they can look at is the ACV, the number of certifications they are closing, and things like that—which are not good enough.

For the first time in history, AI is making it possible to understand the knowledge level of a person just from the transcripts of call recordings. This was not possible in the past. This is where, when you are a generative AI-native platform, you have the ability to rethink everything that has happened. Without any baggage, you can start building from scratch and solve some of these previously unsolvable problems. Today, AI makes that possible.

Ready to See AI in Action?

If you want to see how AI can actually improve your sales efficiency—without the hype— book a demo today with DocketAI and experience the difference for yourself.