How much money is your organization losing by not investing in Sales Enablement? Many leaders believe they’ve already “checked the box” because they purchased a Sales Enablement platform, rolled out a new sales methodology, or adopted tools promising to increase revenue. But owning tools does not equal enablement—and most organizations learn this the hard way.
We’ve all experienced the “tech garage sale”: a graveyard of unused tools, abandoned platforms, and once-exciting widgets that promised productivity or higher win rates. Yet when renewal time arrives, the contract gets canceled—not because the tool was inherently flawed, but because the organization never invested the time, structure, or expertise required to make it work.
Technology alone does not create sales readiness.
Sales Enablement does.
SalesEnablement Is Not a Tool—It’s a Framework
Sales Enablement platforms absolutely can boost performance—but only when paired with strategy, structure, strong operations, and a team dedicated to tailoring these tools to the realities of the sales organization.
This is where working with a Sales EnablementConsultant becomes transformational. Instead of repeatedly wasting time and money on the recruiting–onboarding–departure cycle, organizations can invest in:
- Clear sales narratives
- Consistent product messaging
- Buyer-aligned value propositions
- High-impact sales resources
- Ongoing coaching and readiness
- Structured onboarding programs
- Repeatable sales processes
The cost of building enablement is a fraction of the cost of replacing reps who leave because they weren’t properly supported.
The Hidden Costs of Poor Sales Enablement
Over a decade ago, DePaul University’s Center for SalesLeadership found that it costs, on average:
- $29,159 tohire a sales rep
- $36,290 to train a sales rep
- $49,508 to replace a sales rep
Total cost: $114,957 per rep.
And that was 12 years ago. Today, the cost is significantly higher.
Yet despite this investment, most new hires are still handed:
- Outdated guides
- Incomplete product sheets
- Disconnected materials
- Vague instructions (“go sell!”)
Many reps resort to their personal networks for initial wins, but once those opportunities are exhausted, they face unclear positioning, inconsistent messaging, and little direction on how to grow their pipeline. Their experience feels like navigating a dark and winding road with no map.
What happens next?
Reps become frustrated, disconnected, unproductive—and they leave.
And when they do, organizations lose:
- 12–18 months of ramp time
- Tens of thousands in onboarding costs
- Hundreds of thousands in missed revenue
- The momentum and client relationships the rep was building
The cycle repeats.
And the financial drain is enormous.
Why Sales Enablement Is the Missing Link in Revenue Growth
Sales Enablement is not about “saving reps” or telling them how to sell. Reps already bring their own style and skillset. But without:
- A clear narrative
- Defined value propositions
- Up-to-date sales materials
- Coaching on positioning
- Consistency across the revenue engine
…even the best reps will struggle.
Sales Enablement gives reps the story, structure, andsupport they need to perform with confidence—and stay.
This is why the true question isn’t:
“What is the value of Sales Enablement?”
but rather:
“How have we been operating without it?”
