If you've been in enablement for any stretch of time, you already know this work moves in waves.

Right now, we're standing in the middle of one of the biggest waves I've seen in nearly two decades. And I want to walk you through why I think this is your moment, what the data is telling us about agentic AI coaching, and how you can use it to elevate your career, your impact, and your team's performance.

Let me start with a story that probably feels familiar in spirit, even if the details are a little dated.

The Salesforce stand-and-deliver years

Back in the mid-2000s, I was at Salesforce in the early days. We were pioneering enablement before "enablement" was even a category.

Picture this: I get pulled into Marc Benioff's office. He says, from this point on, every customer-facing salesperson, anywhere in the world, needs to be on message. Same deck. Same story. Tokyo, New York, London. Doesn't matter. This is how we win.

Great. Let's do it.

He hands me the deck, walks me through it, and I start taking notes. Then he stops me. "No, you're going to deliver it back to me. Right now." A few hours later, after some proper coaching from Marc, I'd been certified.

Then he tells me the rollout plan. I'm going to fly around the world, sit down with every president and VP, and certify them the same way Marc certified me. They'd certify their managers. The managers would certify their reps. And at the end, I'd come back and prove every single person had been certified.

Planes, trains, automobiles. A couple of months later, my team and I had done it. I came back exhausted. Marc said, "Great. I made some updates to the slides. We're going to do it again."

That was the treadmill we were on for years.

We grew from 500 to 1,000 to 5,000 salespeople. We had eight clouds. And eventually, the model broke. By the time I left Salesforce, I had 120 people on my team doing onboarding, coaching, and stand-and-deliver. That experience was hugely effective. It was also hugely inefficient.

That moment, when the wheels started coming off, was when I knew there had to be a better way. It's also why we founded SalesHood 13 years ago.

Why this moment feels different

The reason I'm so genuinely excited about agentic AI right now is that it lets us deliver the kind of hyper-personalized coaching we used to do in person, but at scale. The coaching that worked and the coaching that moved the needle. We just couldn't make it efficient before.

Now we can.

Think about what every CEO, CRO, and CMO wants. They want their teams to be on message and to execute consistently. They want to know that when a rep gets on a call in Austin or Amsterdam, the story is tight, the discovery is sharp, and the close is clean.

That was the original promise of sales enablement platforms. Agentic AI is what finally makes the promise real.

Let's break down the word "agentic" for a second, because it matters. Agentic AI gives agency to your go-to-market teams. It gives them the ability to think faster, get the right answers, and act with confidence.

  • Salespeople get agency to perform. They can record a pitch, get real-time personalized feedback, and practice as many times as they need before a real call. No waiting for a manager. No waiting for the next bootcamp.
  • Managers get managerial agency. The repetitive coaching tasks they never loved doing (objection handling drills, pitch reviews, pre-call prep) can be handed off to an AI coaching agent. That frees them up to focus on what matters most.
  • Enablers get to move three times faster. You can roll out programs in a week or two instead of six to eight.
  • Leaders finally get the visibility they've been asking for, because the data is now sitting across the entire go-to-market motion.

That's the why. Let's get into the what.

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