Sales Enablement Beyond the Training Event: Turning Training Into Field Behavior 

Most sales organizations can run a strong kickoff. The harder test comes after the event. When sellers return to live opportunities, managers return to their cadence, and daily priorities take over, the question becomes whether anything actually changed in the field.

SBI Managing Director Ray Makela sits down with Warren Shiver and Brian Williams, co-founders of The Brevet Group, to discuss why modern enablement has to move from one-time training events to sustained activation, manager reinforcement, and measurable behavior change.

Key Talking Points:

• Why good ideas and polished training events do not change seller behavior on their own
• How enablement is becoming a strategic integration role across HR, RevOps, IT, product marketing, and sales leadership
• Why frontline managers are critical to last-mile coaching and reinforcement
• How AI can help leaders see whether sellers are adopting plays and changing field behavior
• Why enablement leaders should spend time inside the seller’s day to see what works, what gets ignored, and what creates drag

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