Tuesday 2 June 2026

“Most AI Projects in Sales Enablement Fail: Not Because of the Technology, but Because of Missing Change Management”

I’ve seen it happen too many times. A company invests in a shiny new AI tool for their Sales Enablement team. Leadership is excited. The vendor promises transformation. And then: three months later, adoption is low, the team is frustrated, and the ROI is nowhere to be found. The technology worked. The people didn’t change. This is the uncomfortable truth about AI in Sales Enablement right now: we are obsessed with the what, which tool, which model, which feature and almost completely ignoring the how. How do we bring our teams along? How do we redesign workflows? How do we build the habits and mindset that make AI actually stick? Change management isn’t a soft topic. It’s the difference between a tool that collects dust and one that transforms your sales organization.