Teams check boxes to say training is done.

But does that actually help reps close deals?

Completion rates look great on paper, yet reps still freeze in live conversations, struggle with objections, and lack confidence when it matters most.

In this live session, we’ll compare passive training with interactive practice and unpack why completion metrics fail to reflect real sales readiness.

You’ll learn what enablement teams should measure instead, and how organizations that move beyond box-checking see up to 45% higher ROI and 75% better retention.

This is a practical session for enablement, sales, and revenue leaders who want proof that training actually works.

Insights you'll walk away with:

  • Why completion rates are a misleading indicator of sales readiness
  • What enablement teams should measure instead of (or alongside) completions
  • How to validate readiness before reps talk to real buyers
  • Common mistakes that weaken sales training programs
  • Why interactive practice fundamentally changes learning outcomes

Sign up and solve pain points like:

  • Completion rates that don’t reflect real readiness
    Training gets “completed,” but reps still struggle in live conversations. Learn why completion metrics fall short, and what actually indicates competence.
  • False confidence from passive or AI-only training
    Videos, scripts, and generic AI tools don’t prepare reps for real objections or pressure. See where passive and AI-only training fails, and how interactive, conversational practice closes the gap.
  • No clear way to prove enablement impact
    Enablement teams often lack visibility into skill progression and outcomes. Learn how to measure readiness, retention, and performance, and connect training directly to business results.

Meet the experts

Douglas Montgomery, Chairman, Westwood Global Energy Group and Institutional Board Advisor


Douglas Montgomery is a seasoned global leader who transformed Wood Mackenzie’s GTM operations, scaling revenues from $11 million to over $200 million and expanding its international footprint from 2 to over 20 offices.

Having built high-performance teams of 120+ and overseen critical M&A and product innovations, he now leverages this deep operational expertise as a Portfolio Chairman and Non-Executive Director.

Douglas specializes in guiding boards through the complexities of rapid scaling, structural reorganization, and strategic market positioning within the energy and technology sectors.

Chen Zhang, Chief Growth Officer, Rapport

Chen Zhang is a GTM leader with 15 years of experience building the engines behind major exits  by Under Armour (MapMyFitness) and Expedia/Vrbo (HomeAway). As the former CEO and Co-Founder of Aquifer, she has a proven track record of helping global brands like Merck and Adidas use emerging technology to win new business and deepen client impact.

Now serving as Chief Growth Officer at Rapport, Chen focuses on the practical execution and strategy required to scale AI solutions into consistent enterprise revenue.