5 Sales Enablement Best Practices to Improve Sales Performance
Sales enablement is no longer optional—it’s mission-critical. In fact, nearly 77% of organizations agree or strongly agree that advancing their sales enablement strategy is key to driving their business performance, according to the 2025 State of Sales Enablement Report.
One reason is that sales teams need more support as buyer journeys become more complex. Today, buying committees are larger than ever (10-11 stakeholders on average)—with members often having conflicting priorities. Buying cycles now average 11.5 months. Deals typically require 12.4 touchpoints—up from 9.2 just a year earlier. At the same time, buyers expect more from sellers. Together, these changes mean sales enablement teams must raise their game to meet sellers’ evolving needs.
To help you, we created a list of the most effective sales enablement best practices. These actionable strategies show exactly how to improve sales enablement and scale your program.
Why Sales Enablement Maturity Matters
Sales enablement maturity reflects how effectively an organization aligns people, processes, and technology to drive performance. The Allego + LXA five-pillar maturity model defines this as:
- Planning & Strategy: The extent to which an organization’s sales enablement strategy, initiatives, and roadmap align with its customers, buyer journeys, and business goals.
- Process & Operations: The level of sales and data governance, measurability, content planning, messaging, and campaign processes that underpin the sales strategy and enablement activities.
- People & Teams: The degree to which an organization is resourced to deliver enablement initiatives and support expertise development, recruitment, onboarding, training, and coaching.
- Platforms & Technology: The tools needed to deliver the sales strategy, how well the sales stack is integrated and managed, and the extent to which tools are adopted by the team.
- Pioneer & Pilot: How up-to-date an organization is on market trends, its ability to react to changes in buyer behavior, experiment with new technologies, and adapt rapidly to sales pattern shifts.
Maturity across these five pillars pays off: more effective reps, higher win rates, faster onboarding, and richer buyer experiences.
The profession is also advancing quickly. Average maturity scores rose from 3.36 in 2022 to 3.68 in 2024, edging closer to the ‘Optimal’ level.
Ready to Put These Sales Enablement Best Practices into Action?
Download the 2025 State of Sales Enablement Report today to see how leading companies are scaling smarter—and learn how Allego can help your team do the same.
How to Improve Sales Enablement: 5 Best Practices
If you’re wondering how to improve sales enablement, the key is to advance systematically across the maturity pillars. The 2025 State of Sales Enablement Report identifies five best practices that leading organizations follow that create stronger alignment, higher productivity, and better buyer experiences.
1. Align Enablement Strategy with Buyer Behavior and Business Goals
Today’s buyers are more independent, conducting extensive research before speaking with sales. In fact, 78% of sales leaders report that buyers prefer self-service journeys, and as mentioned, the average deal now requires 12.4 touchpoints. That’s why mature organizations tightly align their enablement strategies with how buyers actually buy. By integrating buyer behavior insights into sales training, messaging, and processes, teams can ensure every interaction drives value and supports business outcomes. This alignment is one of the core sales enablement best practices for adapting to modern buyer behavior.
78% of sales leaders report that buyers prefer self-service journeys. — 2025 State of Sales Enablement Report
2. Break Down Silos and Align Sales, Marketing, and Operations
Sales enablement cannot live in isolation. Yet, 18% of organizations still cite siloed departments as a barrier to advancing maturity. High-performing companies overcome this by unifying sales, marketing, and operations. In doing so, they’re able to share data, integrate content strategies, and ensure consistent messaging across the buyer journey. This creates a seamless handoff from first touch to post-sale, which improves efficiency and builds trust with buyers.
3. Invest in AI-driven Tools that Scale Coaching, Content, and Analytics
AI has become a core driver of sales enablement maturity. Nearly 70% of organizations agree that AI is essential to improving sales team efficiency and effectiveness. Practical use cases include AI-powered search to help reps find content instantly, simulations and role-plays that let sellers practice lifelike scenarios, and analytics that connect enablement activities to revenue outcomes.
For example, Agilent used Allego’s AI-driven coaching and analytics to cut two hours of non-selling time per rep each week and generate 15% incremental sales growth across pilots.
Nearly 70% of organizations agree that AI is essential to improving sales team efficiency and effectiveness. — 2025 State of Sales Enablement Report
4. Personalize Sales Training with Just-in-Time Learning
One-size-fits-all sales training is no longer effective. According to the report, 78% of organizations say their learning strategies are underpinned by personalized training, and 71% prioritize just-in-time coaching. This approach ensures reps receive the exact content, coaching, or practice they need in the flow of work. Companies that adopt personalized and on-demand training models not only accelerate ramp times but also create a culture of continuous improvement that keeps sellers competitive in an AI-driven market. Personalized, just-in-time learning is central to how organizations improve sales enablement and drive rep performance.
78% of organizations say their learning strategies are underpinned by personalized training, and 71% prioritize just-in-time coaching. — 2025 State of Sales Enablement Report
5. Consolidate Your Tech Stack to Reduce Friction and Improve Adoption
While technology powers enablement, too many tools create complexity. The report found that 76% of companies say poor adoption of sales tools is the top reason reps miss quota. That’s why forward-thinking organizations are consolidating their tech stacks—bringing content, coaching, and collaboration into a single sales enablement platform.
TIAA, for example, eliminated multiple systems and unified training resources when it adopted Allego’s sales enablement platform, cutting duplication and providing 24/7 access to curated content. Simplifying the stack reduces costs and makes it easier for reps to adopt the tools that truly impact performance.
What Sales Enablement Maturity Looks Like in Action
Best practices become even more compelling when you see them applied in real-world organizations. Two Allego customers, Agilent Technologies and The Hillman Group, demonstrate how advancing sales enablement maturity translates into measurable business impact.
Agilent: Saving Time and Driving Sales Growth
Agilent Technologies, a global leader in life sciences and diagnostics, faced fragmented sales systems and a product-centric approach that limited efficiency. After consolidating six systems into Allego’s all-in-one sales enablement platform, the company equipped its reps with mobile-friendly tools, AI-driven coaching, and curated content workflows.
The results were striking: Each sales rep reclaimed two hours of non-selling time per week, which they could reinvest in customer engagement. Training pilots powered by Allego drove an average 15% increase in incremental sales growth, with some product lines seeing up to 28.5% growth. By aligning strategy with buyer needs, leveraging AI-driven coaching, and consolidating technology, Agilent advanced its maturity and boosted both efficiency and revenue.
Another strong example of how to improve sales enablement comes from The Hillman Group.
The Hillman Group: Cutting Onboarding Time in Half
The Hillman Group, a leading manufacturer and distributor of hardware solutions, struggled with fragmented content management and a cumbersome onboarding process. With Allego, the company introduced a structured 180-day onboarding program featuring role-based courses and videos, cutting ramp time from six months to just 90 days. The Hillman Group also centralized its content management, replacing scattered SharePoint files with 23 product-specific channels in Allego.
This eliminated inefficiencies, reducing internal content requests by 74%, while Allego’s Digital Sales Rooms created engaging, customer-facing hubs that generated more than 11,000 external views. By consolidating systems and focusing on personalized, just-in-time learning, the company advanced its sales enablement maturity and accelerated both rep readiness and customer engagement.
Turn Best Practices Into Long-Term Enablement Success
The path to enablement maturity requires more than a single initiative. It’s built through consistent application of best practices over time. As the 2025 State of Sales Enablement Report makes clear, organizations that align strategy to buyer behavior, break down silos, leverage AI, personalize training, and consolidate their tech stacks are better equipped to scale enablement. These practices also help deliver measurable results.
Sales enablement maturity is not just about tools. It’s about strategy, adaptability, and disciplined execution. Teams that continually refine processes, experiment with new approaches, and stay agile will achieve not only short-term wins but sustained revenue growth and stronger buyer relationships.
Sales enablement has become mission-critical. By consistently applying sales enablement best practices, leaders will not only understand how to improve sales enablement. They’ll also transform it into a true growth engine that drives sustained performance.
Frequently Asked Questions About Sales Enablement Best Practices
Below are answers to common questions about sales enablement best practices and how to improve sales enablement.
What are sales enablement best practices?
Answer: Sales enablement best practices are proven strategies that help organizations support their sellers more effectively. They include aligning enablement with buyer behavior, breaking down silos across teams, leveraging AI-driven tools, personalizing training, and consolidating the tech stack.
How do sales enablement best practices improve sales performance?
Answer: When applied consistently, best practices shorten onboarding, increase rep productivity, improve win rates, and deliver better buyer experiences. They create alignment between people, processes, and technology, ensuring sellers have the right support at every stage of the buyer journey.
How can my company start improving sales enablement?
Answer: The first step in learning how to improve sales enablement is to assess your maturity across the five pillars. The five pillars are Planning & Strategy, Process & Operations, People & Teams, Platforms & Technology, and Pioneer & Pilot. From there, prioritize the gaps and implement best practices systematically.
Why is AI important for sales enablement?
Answer: AI helps scale coaching, content discovery, and analytics. By doing so, sellers can more easily prepare for meetings, practice real-world scenarios, and connect enablement activities to revenue outcomes. Nearly 70% of organizations now view AI as essential to improving sales team efficiency.
What are examples of companies using sales enablement best practices successfully?
Answer: Agilent Technologies consolidated six systems into a single platform. Doing so saved reps two hours per week and generating 15% incremental sales growth. The Hillman Group cut onboarding time in half and reduced content requests by 74% by centralizing its resources and using Digital Sales Rooms.
Ready to Put These Sales Enablement Best Practices into Action?
Download the 2025 State of Sales Enablement Report today to see how leading companies are scaling smarter—and learn how Allego can help your team do the same.
About the Author: Jeremy Bender is Director of Sales Enablement at Allego. As such, he is an in-house resident expert on the revenue enablement landscape and is responsible for equipping Allego’s go to market teams to provide solutions to our customers.
