Sales enablement — the practice of equipping sales teams with the content, tools, training, and intelligence they need to engage buyers effectively at every stage of the purchase process — is the most underfunded function in most Indian enterprises relative to its return on investment.

Highspot's 2025 Sales Enablement report found that organisations with formal enablement programmes achieve 49% higher quota attainment rates than those without. Forrester found that companies investing in sales enablement grow revenue 1.5x faster than those relying on ad hoc training and content distribution.

In India, the enablement gap is particularly pronounced in mid-market B2B companies that rely on experience transfer — new salespeople shadowing established ones — which scales poorly. The modern enablement function is platform-supported: Seismic, Highspot, and Mindtickle (an Indian company that has become a global leader in revenue enablement software) all provide centralised content management, training delivery, conversation intelligence, and readiness certification.