Enablement budgets haven't grown since 2022.

Leadership is asking harder questions. CFOs want attribution. CROs want pipeline impact. And most enablement teams still can't connect their work to revenue outcomes.

Meanwhile, the teams that can measure impact invest 41% more in enablement—because they can justify it.

2026 is the year of reckoning. Enablement either proves its strategic value or gets relegated back to a support function.

This report compiles the benchmarks that matter—the metrics that separate leaders from laggards, and the gaps most teams don't even know they have.

The biggest finding? Most teams are measuring the wrong things while neglecting the one lever that compounds everything else: managers.

Every enablement investment flows through frontline managers. Every methodology, every playbook, every training program—it all lives or dies based on whether managers reinforce it.

And yet:

Source: SBI Growth, June 2025

The skills that made someone a top seller are entirely different from the skills required to lead a team. We promote our best closers into management with minimal structured onboarding, then wonder why enablement initiatives don't stick.

The data is unambiguous:

Source: Seismic, June 2025

That's a 29-point swing between weekly coaching and quarterly coaching. No content library, no tech stack, no training program will close that gap.

The benchmark: If your managers aren't coaching weekly, your enablement investments are leaking value.