Research
Named studies on ramp time, enablement charters, retrieval practice, and content consumption by top sellers. Written for enablement leads at fast-growing GTM orgs.
CSO Insights, 2016
Seven months to full productivity
60.7% of organizations reported ramp of seven months or more.
Read the essay CSO Insights, 2017Charter, then practice
A formal enablement charter linked to 27.6% higher quota attainment vs a 57.7% average.
Read the essay Dunlosky et al., 2013 · Salesforce, 2024Practice testing over rereading
Practice testing and spaced review scored high utility; rereading scored low.
Read the essay SiriusDecisions via Highspot · AllegoYour best sellers are already subscribed
Winning reps consume 35% more content than low performers.
Read the essay