Stop guessing and start engineering revenue impact with Gong Enable

Enablement has never mattered more — and yet, for most organizations, it has never been under more pressure.

According to Gartner, 65% of CSOs and senior sales leaders say their enablement function is stretched thin by growing cross-functional demands. Buying cycles are more complex. Rep turnover is still high. Quotas are higher. Ramp expectations are faster. And every initiative now has to prove its ROI.

Enablement is measured by content production and program completion. Revenue is won or lost in live customer conversations. When those two worlds don’t connect, impact becomes difficult to diagnose and even harder to scale at the pace required.

Traditional LMS and CMS platforms manage content just fine. What they don’t show is how sellers actually perform in customer conversations, or whether training changes behavior once reps are back in the field. The result is the same pattern we’ve all seen: generic programs, reactive coaching, and metrics that don’t tie back to revenue outcomes.

Enablement can’t sit adjacent to execution anymore. It has to be embedded within it.

In leading our Gong enablement team, I’ve seen what changes when enablement operates inside the revenue system itself. When we can analyze real customer conversations at scale, detect emerging skill gaps before they impact pipeline, and prescribe coaching tied to actual deal behavior, enablement shifts from reactive support to engineered performance.

If enablement is going to drive real impact — and prove it — it has to move beyond static systems. It needs a way to detect real skill gaps, prescribe targeted coaching, help teams practice the right behaviors, and validate that it all works.

It’s the four-part enablement flywheel connecting insight, training, execution, and impact to improve performance continuously.

Gong Enable powers that flywheel end to end. As part of the Gong Revenue AI Operating System (OS), Gong Enable turns real customer conversations into scalable coaching and targeted enablement.

Let’s look at how it helps GTM teams master each of enablement’s four core objectives.

Enablement often breaks down at the very first step: Diagnosis. Too many teams rely on anecdotes or lagging indicators to guess where reps need help. By the time the problem shows up in missed numbers, the quarter is already lost.

Gong Enable flips that model by detecting skill gaps directly from reality:

• AI Call Reviewer automatically identifies which behaviors are present, missing, or trending, helping frontline managers analyze sales conversations at scale using objective scorecards.
• Team Insights reveal broader performance patterns across the organization, helping leaders prioritize where to intervene and what to reinforce.
• Market Insights surface trends across your customer base, showing how changes in messaging or buyer behavior are impacting specific deals.

Instead of guessing, you get a clear view of how reps actually show up in customer conversations. Managers and enablement teams know exactly who needs support, on what, and why — before deals are at risk.

Insight alone doesn’t change behavior. The real challenge is turning detection into action without overwhelming managers.

Today, frontline managers spend just 9% of their time coaching, and fewer than half of sellers say they work in a strong coaching culture.

Gong Enable closes that gap by automatically prescribing the right coaching based on detected skill issues. When Gong identifies something like weak discovery or inconsistent pricing conversations, it surfaces just-in-time interventions when they matter most:

Address the disconnect by using Gong Enable to automatically prescribe the right coaching based on detected gaps. When Gong identifies an issue, such as weak discovery or inconsistent pricing conversations, it suggests just-in-time targeted interventions when it matters most. A few ways our enablement solution surfaces that:

• Coaching Inbox creates a centralized workflow so managers can deliver high-impact coaching without digging through calls.
• Coaching Metrics bring accountability to the process, tracking coaching frequency and effectiveness so the entire organization can build a consistent culture.
• Assignments allow enablement teams and managers to deliver role-specific training to individual reps or teams and monitor progress from a single view.
• AI Builder uses your Gong data to turn top performers’ winning behaviors into repeatable content the rest of your org can use.

Instead of blasting generic content to everyone, each rep gets exactly what they need, tied to real field behaviors.

Even when reps get the right training, there’s another gap: practice.

Too often, sellers are expected to apply new skills in live deals after passively consuming content. They never rehearse the moments that actually matter, because managers are stretched too thin.

Gong Enable makes practice continuous and realistic:

• Lessons help enablement teams build structured learning programs using AI-generated scenarios based on real conversations.
• AI Trainer then helps reps independently reinforce those skills by engaging in realistic role-play scenarios that mirror their daily challenges, like cold calling, discovery, and objection handling.

Managers can use the same scorecards from AI Call Reviewer in simulations and live calls, so feedback stays consistent. This shifts enablement from “learn and hope” to “practice and master,” while freeing managers to spend more time on real deals.

One of enablement’s biggest challenges is proving impact. Completion rates and certifications don’t tell you whether behavior changed or whether deals improved because of it.

With Initiative Tracking, Gong Enable connects program adoption directly to outcomes like win rates and pipeline impact. Enablement teams can see what’s working, fix what isn’t, and demonstrate clear ROI to the executive team.

That’s how enablement moves from a cost center to a measurable growth lever.

Enablement isn’t about pushing training. It’s about engineering repeatable performance that moves the needle.

When insight, intervention, practice, and impact are connected in a continuous loop, improvement stops being episodic. It becomes structural. Teams run better programs and build systems to help drive consistency across the organization.

Our Gong enablement team operates inside the same system that drives revenue execution. That’s how we’re moving from tracking training activity to engineering measurable outcomes.

Gong Enable turns real conversations into scalable coaching, helping teams replicate top-performer behaviors across the organization. As part of the Gong Revenue AI OS, it closes the loop from insight to action. Gong has always shown teams the reality of how they sell. Now it systematically improves it at scale.

In a world where enablement teams are stretched thin and leaders demand proof of impact, Gong Enable makes performance scalable and growth something you can actually engineer.

Ready to see it in action? Check out Gong Enable today.