A friend who runs a 40-person sales team recently cut six tools and saw quota attainment go up in the next quarter. The best enablement I've seen removes friction rather than adding capabilities. Most sales orgs keep layering — what you describe here takes real organizational courage to actually do.
The declutter that matters most is in the activities, not the tools. What rep behaviors are actually correlated with closed-won in your specific market? Start there and work backward. Most sales teams have inherited processes that made sense for a different buyer, a different market, or a different company stage, and nobody's been willing to call it out and rip it out.
A friend who runs a 40-person sales team recently cut six tools and saw quota attainment go up in the next quarter. The best enablement I've seen removes friction rather than adding capabilities. Most sales orgs keep layering — what you describe here takes real organizational courage to actually do.
This is the way!
The declutter that matters most is in the activities, not the tools. What rep behaviors are actually correlated with closed-won in your specific market? Start there and work backward. Most sales teams have inherited processes that made sense for a different buyer, a different market, or a different company stage, and nobody's been willing to call it out and rip it out.