Sales Enablement Needs a UDL Makeover
Most sales training looks the same: a long slide deck, a talking head, and a hope that something sticks. Spoiler: it usually doesn’t.
Why? Because sales reps are human. And humans don’t all learn the same way.
That’s where Universal Design for Learning (UDL) comes in. It’s not just for classrooms—it’s a framework for designing learning that actually works for people. And your sales team is made up of people.
Here’s how UDL flips the script in sales enablement:
1. Engagement: Stop the “sit-and-get”
Motivation drives sales. Yet most training is designed in ways that zap it. UDL says: give reps choice, connect to their goals, and make it relevant. When reps see purpose, they lean in instead of tuning out.
2. Representation: Ditch the lengthy playbook
If your sales strategy only lives in a giant PDF, don’t be shocked when nobody reads it. Some reps need visuals. Some need quick-reference guides. Some learn best from role-play. UDL builds in multiple ways to access the same content—because one format never fits all.
3. Action & Expression: Nodding ≠ mastery
Sitting quietly through training doesn’t mean a rep is ready to sell. Compliance is not the same as comprehension and certainly doesn’t equate to quality execution. UDL prioritizes practice—mock calls, recorded pitches, peer coaching—so reps can show what they know. That’s how you build confidence and competence.
The Bottom Line
Sales enablement should improve close rates, not eye-roll rates. UDL-designed training gets reps ramped up faster, retains knowledge longer, and drives results that actually stick.
It’s time to stop forcing one-size-fits-all training and start designing enablement that works for how humans really learn.
