AI in Sales Enablement

By Amy Vidor, Learning and Development Evangelist at Synthesia

Practice real sales conversations with Interactive Avatars.

Gartner predicts that by 2029, organizations with AI-driven sales enablement will move through sales stages 40% faster than those still using traditional enablement methods.

At Synthesia, we’ve seen this firsthand. We’re an AI company whose mission is to help people work better. For the past five years, we’ve helped sales enablement teams deliver better training through our AI-powered video platform.

5 ways to transform sales enablement with AI

Here are five ways to consider strategically using AI to drive behavioral change in your sales organization.

1. Building a competency model

AI can help you update or create competency models to identify the skills, behaviors, and knowledge needed for each role (e.g., SDRs, AEs, Solutions Architects).

LLM prompt:
You're an experienced sales enablement professional building a competency model to identify what separates top-performing reps from average ones.

2. Mining sales calls

Using AI to diagnose skill gaps alongside ongoing analysis of rep interactions gives insights into market and rep performance.

3. Keeping training updated

AI training tools help maintain current content by quickly identifying what needs changes in eLearning and publishing updated versions.

4. Delivering the right content at the moment reps need it

Ensure your enablement resources can be surfaced by your internal AI search and delivered directly to reps as they need it.

5. Scaling coaching without managers

AI sales roleplay tools can scale coaching efforts efficiently, allowing reps to practice without burdening managers.

Why invest in AI coaching

The old way of ramping a rep was: hand them a deck, hope they retain it, and find out what they missed the hard way, on a live call. With AI coaching, they practice the actual pitch, get coached in real time, and walk into real conversations having already made their mistakes somewhere safe.

Meet Roleplay Sessions

Roleplay Sessions allow employees to practice critical conversations with Interactive Avatars and get real-time coaching.

How to prioritize AI in your enablement plan

Sales enablement teams should evaluate the integration of AI into their plans based on strategy, feasibility with existing tech, and tool sprawl management.

Frequently asked questions

What is AI in sales enablement?

AI in sales enablement is how you use AI to make each of the layers (diagnostics, operations, and development) more effective and efficient.

Does AI replace sales enablement teams or managers?

No, it reduces administrative burdens but cannot replace human judgment.

Where should I start with AI in sales enablement?

Identify which layer of enablement would most benefit from AI and prioritize actions aligned with your strategy.