Sales Enablement Strategy Examples: Build a Strategy That Drives Revenue

A successful sales enablement strategy is more than a checklist—it's a competitive advantage. But what does a great strategy actually look like in action? In this guide, we’ll break down real-world sales enablement strategy examples, explore the key components of a winning plan, and give you a step-by-step guide to build your own.

TL;DR: If you want to improve sales productivity, shorten onboarding, and close more deals, you need a just-in-time sales enablement strategy that supports reps where they work. Spekit can help. See how just-in-time enablement works.

What is a sales enablement strategy?

A sales enablement strategy is a framework that ensures your sales reps have the knowledge, content, training, and tools they need to sell effectively at every stage of the buyer's journey. It's how you scale sales excellence across your entire team.

It includes everything from:

• Onboarding and training programs
  
• Real-time coaching and reinforcement
  
• Sales content management
  
• Technology to deliver enablement in the flow of work
  

And most importantly? It’s rooted in cross-functional alignment between sales, marketing, and enablement teams.

Why your sales enablement strategy matters

Sales reps are drowning in tools and content. The average rep spends only 28% of their time actually selling.

A sales enablement strategy brings clarity, consistency, and confidence back to your sales org by:

• Reducing time to productivity
  
• Improving win rates and quota attainment
  
• Enabling reps to ramp faster
  
• Creating a repeatable sales process
  
• Ensuring every rep can handle objections, deliver value, and close
  

And when done right? It turns enablement into your revenue engine.

New research reveals why traditional sales enablement strategies are broken

A new 2025 report from Spekit and Sales Enablement Collective reveals what many enablement teams already know: most traditional platforms aren’t working.

Despite increased budgets, the report found:

• 80% of pros say reps don’t use at least 40% of platform features
• 24.2% say over 80% of their content goes unused
• Nearly half say at least 40% of their collateral is out-of-date
• Fewer than 1 in 4 use platforms that support just-in-time content delivery

The data, based on 100+ enablement leaders across industries (excluding Spekit customers for unbiased insight), highlights a growing disconnect between platform investment and actual usage.

“Legacy platforms aren't aligned with how today’s revenue teams actually work,” said Spekit CEO Melanie Fellay.

Keep reading to learn how you can eliminate friction, boost adoption, and drive performance.

Want to view the full research report? Download the 2025 Impact of Enablement report here.

Real-world sales enablement strategy example

Let’s look at how InMoment, a leading experience improvement platform, implemented a just-in-time enablement strategy with Spekit to drive efficiency, clarity, and revenue growth.

Company: InMoment

Challenge: InMoment’s enablement team was buried in requests. Reps couldn’t find answers fast enough, onboarding was inconsistent, and critical updates were getting lost in emails and Slack threads.

Solution:

• Centralized all enablement content in Spekit, giving reps instant access to training, playbooks, and updates right inside Salesforce and Slack
  
• Embedded onboarding and training into workflows, replacing long-form courses with bite-sized, contextual learning moments
  
• Automated communication of process changes, product updates, and competitive intelligence directly into the tools reps use daily
  
• Established a feedback loop with reps to improve content relevance and accuracy continuously
  
  

Results:

Once implemented, Spekit almost overnight became an integral part of InMoment’s workflow. Within the first 30 days of launching, InMoment was seeing usage and adoption rates soar on key metrics like:

💡 License Utilization: 92%

💥 Activation: 73%

🧩 Spekit extension usage: 84%

💻 30-day active usage: 70% 

This strategy worked because it:

• Reduced friction between learning and doing
  
• Scaled onboarding without adding headcount
  
• Made enablement proactive, not reactive
  
  

“I don’t even like to think about my life before Spekit. It’s like a distant memory I can’t recall. I truly don’t know how we survived before this. Every enablement leader’s goal is to get the right information to the right person at the right time. Spekit does just that. And that’s a rarity.” - Jenna Siegel, Senior Director of Revenue Enablement at InMoment

5 steps to build your own sales enablement strategy

1. Define your enablement charter

Start by aligning stakeholders around a shared vision. Your charter should include:

• Mission statement
  
• Key goals and KPIs
  
• Primary stakeholders (Sales, Marketing, Enablement, RevOps)
  
• Tools and tech stack
  

2. Audit your current content & processes

Inventory what you already have:

• Sales decks, scripts, battle cards, product documentation
  
• Onboarding and training materials
  
• Existing platforms (LMS, CMS, CRM)
  

Identify gaps and duplicates. What’s outdated? What’s underutilized?

Pro Tip: Learn how to automatically generate new sales content and training using Spekit AI ->

3. Map enablement to the buyer journey

Support reps with the right content and guidance at each stage:

• Awareness: Prospecting scripts, ICP profiles, objection handling
  
• Consideration: Case studies, demo tips, competitive insights
  
• Decision: Pricing talk tracks, proposal templates, ROI calculators
  

4. Deliver enablement in the flow of work

Reps don’t want to hunt for information. Tools like Spekit automatically surface the answers, content, and enablement reps need just-in-time, in any app.

This just-in-time approach:

• Reduces context switching
  
• Improves retention
  
• Drives content adoption

5. Measure what matters

Track what’s working and iterate. Metrics to monitor:

• Ramp time
  
• Content engagement rates
  
• Win rates and deal velocity
  
• Certification and training completion
  
• Rep satisfaction
  

Core components of a sales enablement strategy

Here’s what every successful strategy includes:

Sales Content Management

Create, organize, and surface content that supports every step of the sales cycle.

Pro Tip: See why marketing and enablement teams use Spekit to effortlessly manage content and enable sales reps to find, share, and track content usage here ->

Sales Training and Coaching

Go beyond one-time onboarding. Reinforce best practices continuously with bite-sized training and scenario-based learning.

Sales Enablement Technology

Choose tools that enable, not distract. Look for just-in-time enablement platforms that:

• Automatically connects with your existing systems
  
• Surfaces the right content contextually
  
• Provides usage and ROI analytics
  

Cross-Functional Alignment

Sales enablement lives at the intersection of marketing, product, sales, and RevOps. Alignment ensures:

• Consistent messaging
  
• Effective feedback loops
  
• A shared definition of success
  

Sales enablement strategy best practices

• Start small. Scale fast. Focus on one use case (like onboarding) before expanding.
  
• Embed, don’t interrupt. Put training and content where reps are already working.
  
• Make feedback a habit. Regularly collect input from reps to improve your programs.
  
• Don’t over-engineer it. Simple, timely guidance outperforms overproduced content.
  
• Make performance the goal. Enablement is about outcomes—not just activities.
  
  

FAQs

What is a sales enablement strategy example?

A sales enablement strategy example is a detailed plan that shows how an organization equips its sales team with the content, tools, and training they need to close deals. For instance, InMoment embedded training and content directly into Salesforce to help reps access knowledge in the flow of work.

How do I create a sales enablement strategy?

Start with a charter. Audit your content. Map it to your buyer journey. Use tools like Spekit to sync, create, and deliver content in the flow of work. Then measure and iterate based on what drives performance.

What are the 4 pillars of sales enablement?

1. Content Management
   
2. Training & Coaching
   
3. Technology & Delivery
   
4. Cross-functional Alignment
   

Final thoughts

Sales enablement isn’t a project—it’s a strategic function. The most effective strategies meet reps where they work, prioritize performance over knowledge, and evolve with your team.

If you’re looking for a modern way to enable your team, Spekit is the just-in-time enablement platform trusted by high-performing revenue orgs.

Key capabilities include:

• In-the-flow enablement: Surface answers directly in tools like Salesforce, Slack, and Outreach.
• AI-powered content creation and management: Sync and centralize content from existing data sources, use AI or leverage 1,000+ templates to close content gaps in seconds.
• Spotify-like content playlists: Convert knowledge in seconds into playlists for product launches, onboarding journey, and more.
• Fast, no-code setup: A single extension is all you need to create, update, and deliver content anywhere reps are selling.
• Instant change communication: Instantly notify teams of updates or changes without email clutter.
• Contextual guidance: Deliver the right content at the right time, automatically.
• Insights that matter: Understand what's being used, where, and why.

👉 Book a demo to see how it works.