Here is why Enablement are your best Co-Pilots

Every great pilot has a co-pilot. The same is true in GTM:

Modern selling is a high-pressure cockpit.

Playbooks evolve constantly.

Messaging changes.

Competitors reposition.

Buyers show up better informed - and less patient for poorly educated reps.

New reps join, veterans need to adapt, and everyone is expected to stay sharp.

This is exactly why Enablement must act as your team’s co-pilot.

Who Needs a Co-Pilot?

Short answer: everyone in GTM.

• New hires need a co-pilot to flatten the learning curve, navigate early calls, and avoid the classic “first 90-day” mistakes.

• Ramping reps need support while internalizing new flows, new positioning, and new messaging.

• Veterans need a co-pilot whenever playbooks shift or when the market requires a new approach.

Let’s be honest: the old 30-60-90 onboarding philosophy doesn’t match today’s pace. Today’s GTM teams can’t tolerate long runways or the luxury of long ramp cycles anymore. The business moves too fast.

And here’s a reality many overlook:

Co-pilot apps are mostly effective in transactional sales - back-to-back SMB calls with predictable patterns. They’re far less effective in:

• traditional field sales

• ENT sales

• multi-threaded deals

• deeply technical sales motions where SEs drive the flow

The Biggest Contribution of a Co-Pilot

Whether enabled by technology or driven by humans, a co-pilot contributes value in five core ways:

1. Flattens the learning curve for new hires

They step in early, prevent avoidable mistakes, and accelerate confidence.

2. Aligns the entire GTM org to new playbooks quickly

When messaging or competitive angles shift, a co-pilot accelerates roll-out and adoption.

3. Reduces coaching pressure on managers

Managers no longer need to sit through every early call; Enablement absorbs part of that load.

4. Eliminates guesswork in call analysis

Instead of hunting through recordings for issues, a co-pilot sees and corrects gaps live.

5. Shortens the runway

A co-pilot turns Enablement from a reactive function into a proactive one, helping the business accelerate execution and reach full productivity faster.

The Hidden Risk of Relying on Co-Pilot Apps

Apps can help - but they also introduce real risks if not managed properly:

1. Reps become scripted, robotic, and unnatural

Dependencies form. Authenticity disappears. Conversations break.

2. Reps lose eye contact and attention

They stare at a sidebar instead of their customer- the quiet killer of rapport, trust, and influence.

3. The tool becomes outdated faster than it’s updated

Dynamic markets require dynamic updating. When Enablement is understaffed, the app becomes a trap: outdated prompts, old messaging, irrelevant guidance.

And worst of all:

4. They simply don’t work for complex sales motions

You can’t guide a 60-minute enterprise discovery call with a side panel of suggestions. And you definitely can’t coach a SE-led technical deep dive with a script.

Why Human Enablement Makes the Best Co-Pilots

When Enablement steps into live calls, everything elevates.

Natural conversations, no distractions

There is no script. No robotic prompt. Just human presence and real-time awareness.

Zero dependency issues

Reps learn to think, not follow instructions.

Real-time insight and intervention

Enablement hears:

• misalignment in messaging

• skipped discovery questions

• weak qualification

• poor objection handling

And can correct it immediately.

Proactive impact instead of reactive debriefing

No waiting for post-call reviews. Enablement shapes better execution in the moment.

Faster, deeper ramp-up

New reps learn from real conversations, guided by a human co-pilot who understands the nuance of the product, the market, and the buyer.

Protection against revenue leakage

Every missed question, every weak pitch, every mishandled objection costs money. Enablement prevents that before it hits the pipeline.

How Enablement Can Act as a True Co-Pilot

Here's a practical blueprint:

1. Join real prospect and customer calls

Position yourself as a Product Specialist, not “Enablement.”

2. Listen to both sides - the rep and the buyer

Watch the dance. Watch the signals. Watch the gaps.

3. Provide real-time help, quietly

A note on paper. A Slack message. A typed suggestion on Zoom. No sidebar. No distraction.

4. Become a force multiplier for managers

Enablement handles early-stage coaching so frontline managers can focus on later-stage deals and strategy.

5. Lead structured post-call debriefs - like pilots reviewing a flight:

• What worked?

• What didn’t?

• What changes next time?

This is where consistency is built.

Final Thought: Don’t Fly Solo

Selling today is too dynamic, too unpredictable, and too competitive to expect reps - new or veteran - to perform without a co-pilot.

Co-pilot apps have their role, especially in transactional teams with high call volumes.

But Enablement as human co-pilots brings something no software can: judgment, nuance, timing, empathy, adaptability, and shared ownership of revenue success.

Enablement doesn’t just support the sales engine - they protect it, optimize it, and keep it running like a well-oiled machine.

Enablement is your GTM Multiplier.

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Wishing you a productive week,

Avner Baruch

Project Moneyball