Every vendor pitch deck this year opens the same way: AI will transform your sales organization. They're not wrong. But they're selling you the destination without mentioning that most enablement teams aren't ready for the trip.

I've spent the last eighteen months watching organizations throw money at AI tools that their teams can't absorb, their processes can't support, and their leadership doesn't understand well enough to champion. The tools aren't the problem. The readiness gap is.

Before you sign another contract or pilot another platform, you need to know where you actually stand. Not where your vendor assessment says you stand. Where you actually stand.

Why This Matters More Than the Tool Selection

Here's what I've learned watching AI rollouts succeed and fail: the teams that win aren't necessarily running the most sophisticated tools. They're the ones who understood their starting position and built from there.

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