In partner sales enablement there is a paradigm of the story that is told, versus the story that needs to be told.

Every sales rep at some point in their career has taken training or has been presented with content on a product, service, or skill set that is considered required. There's often a naughty list of those who have not completed training monitored and sent out by sales leaders, whose concern is to keep their people off the list.

If the enablement evaluation stops at completion, then all you have is a sales compliance report. There is no success story for TL&D in training compliance for sales.

By Jessie Shipman.