Sales enablement that sticks: How constant reminders drive adoption

Adoption doesn’t happen once — it’s a habit

You wouldn’t expect a rep to master a new sales approach after hearing it once, would you? Of course not. Yet many sales enablement programs operate that way. They train once, roll out the materials, and expect the magic to happen.

Spoiler alert: It won’t.

Growth is not an option unless you have adoption. And adoption doesn’t happen without reinforcement. Constant reminders aren’t just nice to have — they’re a core pillar of a successful sales enablement program.

Why reps need constant reminders

Sales reps aren’t ignoring your sales enablement tools because they don’t care. They’re ignoring them because they’re human (See? It’s not you. It’s them!)

Here’s what’s working against them:

• Forgetting is human nature. Without reinforcement, we forget 90% of what we learn within a month. (Ebbinghaus’s Forgetting Curve)
• They default to what’s familiar. If a new behavior isn’t reinforced, they’ll revert to old habits.
• They’re busy. The average rep is juggling multiple accounts, calls, and quotas. Training is just one more thing on the pile.

That’s why sales enablement isn’t a “one and done” initiative — it’s a constant drumbeat.

The science of adoption: Repetition wins

Think about your own life. If you’ve ever tried to build a new habit — whether it’s working out, eating healthy, or even checking your email at certain times — you know that repetition is the key to lasting change.

Sales adoption works the same way. A rep doesn’t just need to hear a message once. They need to hear it:

• From leadership. If their boss is reinforcing it, they’ll take it seriously.
• From peers. If top reps are using it and winning, others will follow.
• From customers. If customers expect a consultative approach, reps will rise to meet it.

Without repetition, new behaviors don’t stick. Without reinforcement, even the best sales enablement program will fade into the background.

What constant reminders look like in a sales enablement program

You want sales to adopt your materials. So you need to build in reminders at every level. Here’s how.

1. Reinforce it in sales meetings
Don’t just announce new playbooks and expect reps to remember them. Weave them into weekly conversations. Start every sales meeting with a “win” that came from using your enablement tools.

Example: “Sean closed a six-figure deal because he used the customer objection response guide. Let’s talk about how you can use it, too.”

2. Use microlearning and games
Your reps don’t have time for another two-hour training session — but they do have time for a quick refresher. Build reinforcement into their workflow, and make it engaging:

• Send short, mobile-friendly training videos.
• Gamify adoption with quizzes and challenges.

3. Tie it to compensation and recognition
People do what they’re incentivized to do. If reps know they’ll be rewarded for using the tools, they’re more likely to adopt them. Consider:

• Spiffs or bonuses tied to using new sales enablement materials.
• Leadership recognition for reps who use the tools successfully.
• Teamwide competitions with leaderboards showcasing adoption.

4. Make it part of coaching and one-on-ones
Sales managers are the ultimate enforcers of adoption. If a rep isn’t using the playbooks, their manager should be the one asking why. Suggest baking adoption checkpoints into:

• Weekly one-on-ones with reps.
• Pipeline reviews. (Did they use the customer playbook to close the deal?)
• Ridealongs or call reviews. (Are they applying the messaging?)

5. Show proof that it’s working
Nothing convinces a sales team like real-world results. If a rep closes a deal using your enablement tools, make sure everyone knows about it. Gather testimonials, record success stories, and create internal case studies.

• For example: “Reps who use this approach sell 30% more than those who don’t.”
• Reinforce the message again and again until it becomes second nature.

Adoption isn’t an event — it’s a process

Here’s the truth: The best sales enablement program in the world is useless if reps don’t use it.
But they will — if you remind them.

It takes consistent leadership, structured reinforcement, and proof of success to create lasting behavior change. So don’t just train once and hope for the best. Build a system that makes adoption unavoidable.

Because in sales enablement, reminders aren’t nagging. They’re necessary.

Get your message right and start reinforcing your sales enablement program.

Related:
Help your sales team recognize opportunities with visual tools
Growth is not an option unless you have adoption