Reps don’t want to bookmark another tool. Managers don’t want another dashboard to manage.

That reaction should sound familiar. We teach sellers that buyers resist when a seller leads with their own agenda, and open up when the seller starts in the buyer’s world. At ASLAN, we call that being Other-Centered®.

It’s easy to skip that advice when we’re the ones doing the selling. Enablement leads with the curriculum, the platform and the rollout calendar, and reps react the way any buyer would. So treat reps the way you ask them to treat customers.

Make Adoption Easier by Putting Practice Where Reps Already Work

When adoption stalls, we tend to call it a motivation problem. But in ASLAN’s 2026 Buyer & Seller Insight Report, 95% of sellers agreed they need a better selling approach to hit quota.

Reps want to get better. But if the tools meant to help them do that are too difficult to access, they’re not going to do it.

Instead, reinforcement belongs inside the tools reps already open every day:

• The CRM: guidance and practice one click from the opportunity they’re working.
• The inbox: feedback on the email they’re about to send, while it still matters.
• The AI assistant: answers that reflect how your team sells.

In Salesforce’s 2026 State of Sales report, 54% of sellers said they’ve used AI agents. Somewhere on your team, a rep is asking AI how to handle a pricing objection right now. If the answer doesn’t reflect the approach you trained them on, that AI is coaching against your program.

The same report found reps spend about 40% of their time selling. Every tab, login or library search between a deal and your guidance cuts into it.

Quick test: pick a live deal and count those steps. There are probably too many.

Build Practice From This Quarter’s Deals

Generic role plays ask reps to translate training into their world. That translation is extra work, and it happens on the rep’s time.

Build scenarios from what your team will face in the next 90 days. Your calendar already hands you the moments:

• Product launches: reps rehearse the new pitch before a customer hears it.
• Sales kickoffs: each big theme gets a practice conversation, so the message outlasts the event.
• New personas or markets: reps meet the buyer in practice before they meet them in person.
• Shifting objections: when pricing, competitors or tariffs change, reps rehearse the response the same week.

That’s how practice becomes an inescapable part of their world. The test: could a rep use this week’s scenario on a call this week?

Use Usage Data to Test Whether Enablement Fits Real Life

Completion rates tell you reps finished what you assigned. They can’t tell you whether the program fits their day.

We track three things:

• Usage: whether reps reach for the tools on their own. When well-built content sits unused, it’s usually sitting in the wrong place.
• Completion: whether assigned work gets done. When it lags, ask whether the work ties to something reps need this week, and whether a manager is following up.
• Capability: whether performance is improving, scored by AI, a manager or both. If completion is high and scores stay flat, reps are finishing the work without changing how they sell. That’s a coaching conversation.

Read the three together, then connect them to the pipeline and revenue data your RevOps team already owns. That’s the conversation your CRO wants to have.

Give Managers and Enablement Teams Ownership

The last step is handing it over. Managers coach to it, and enablement teams build their own practice scenarios, so the change doesn’t depend on a vendor showing up every quarter. Teach your team to fish, and you stop paying someone to fish for you.

That’s the principle we built ASLAN+ around: practice and coaching inside the CRM, inbox and AI tools your team already uses. Start with the rep’s day, and adoption gets a lot easier.

This blog is by Jesse Rome of President of ASLAN Training & Development.