As a sales enablement leader, you worry your sellers are stretched too thin. Instead of building relationships and closing deals, they’re bogged down by administrative tasks, searching for content, and struggling to stay on top of follow-ups. Inconsistent coaching and fragmented workflows only make things worse, causing missed opportunities and slower sales cycles.
But what if you could change all that?
Artificial intelligence (AI) is transforming how sales teams operate, with AI-enabled teams seeing 83% higher revenue growth than teams not using AI. The key is knowing exactly where AI can have the biggest impact.
Here’s how AI can help solve your top enablement challenges and empower your team to win more deals.
Increase selling time
Time-consuming admin work is one of sales’ biggest challenges. After all, you didn’t hire your team to take notes, update the CRM system, or hunt through endless folders for the right content. Yet studies show sellers spend up to 70% of their day on these non-selling activities. While your sellers are buried in admin work, your prospects are moving on or building relationships with competitors.
AI for sales enablement helps remove this administrative burden. Platforms like Highspot automatically capture and summarize meetings so your sellers can focus fully on customer conversations. Highspot also analyzes deal context and past successes to instantly surface relevant sales materials, while suggesting the best timing and content for follow-ups.
With intelligent automation, every step of the workflow becomes more efficient so your sellers spend less time on busy work and more time building customer relationships..
Identify content that converts
While reducing admin work gives your sellers more time to sell, there’s another challenge holding them back: finding and using impactful content. While marketing creates new, optimized content, your sellers likely use whatever they can find quickly—usually old versions buried in email threads or saved on desktops. And without visibility into content performance, you invest resources without knowing which assets help your sellers close deals and drive measurable revenue.
The solution? Intelligent, AI-powered content management that puts the right materials in front of the right customers. With Highspot, you can organize your content library, surface relevant materials for each deal stage, and see clear performance metrics. Highspot also tracks how buyers interact with your content throughout the sales cycle, showing exactly which materials push deals forward and generate the highest ROI.
Consider Aetna whose sales reps struggled to find and use the right content, often relying on outdated materials. With Highspot’s AI-powered content management, they gained a single source of truth, leading to a 62% improvement in content governance and an 83% increase in findability. Sellers now spend less time searching for materials and more time using impactful content.
Simplify coaching
Without the right sales coaching, even the best content won’t drive results. Unfortunately, many sales managers struggle to effectively coach their reps because they lack the time, skills, or tools. Not only that, but sales coaching often relies on a one-size-fits-all approach that fails to address sellers’ specific needs. Sound familiar?
AI sales coaching makes effective coaching easy. By analyzing real sales conversations, practice sessions, and buyer interactions, AI provides personalized feedback where your sellers need it most. Highspot brings this to life with 360° assessments of seller’s skills, offering insights that help them improve without overwhelming your managers.
Take Alight, a leading cloud-based human capital technology provider. Faced with fragmented training and inconsistent coaching, Alight created a unified, data-backed workflow with Highspot. The results: 9% shorter sales cycles, 11% bigger deal sizes, and 57% more active learning.
Improve follow-up success
Even with the right content and coaching, your sellers won’t get far without effective follow-ups. The scenario is all too familiar. A seller sends an email after a promising first call. When they don’t hear back, they hesitate to reach out again, worried about seeming pushy. After one or two more attempts, they give up and move on. 80% of deals require five follow-ups to close, yet 44% of sellers leave significant revenue on the table by giving up after just one try.
Follow-up shouldn’t be a guessing game. Highspot’s AI-powered Meeting Follow-Up helps reps stay engaged by generating emails after every meeting so they can focus on the next conversation instead of writing recaps. AI also suggests the best timing, messaging, and coaching insights to keep deals moving forward. This means more follow-ups happen, more opportunities stay on track, and fewer deals slip away.
Unify tools to get the most from AI
While these AI capabilities deliver powerful results individually, they work best in a unified system. When you have multiple tools tracking customer interactions and content management, AI can’t see the complete picture of your buyers’ behavior or provide meaningful insights.
A unified, AI-driven sales enablement platform like Highspot changes all that. With all your sales activities in one place, AI can analyze the full customer journey to automate workflows and share insights. Highspot helps your sellers work smarter by identifying winning patterns, suggesting relevant content, and recommending next steps based on buyer engagement.
The future of AI is here
Companies that use AI for sales enablement are seeing dramatic results: shorter sales cycles, larger deal sizes, and unprecedented revenue growth. As AI continues to evolve, its role in sales enablement will expand by helping sellers do more with less. The question isn’t whether to embrace AI, but how quickly you can use it to transform sales efficiency.
