The most successful organizations entering 2026 have one thing in common: they’re proactive. Here are three lessons every sales and revenue leader should apply as they prepare for 2026:
1. Plan Smarter with Data-Driven Readiness
We’re full speed into planning season, and it’s clear there’s more scrutiny than ever. Budgets, hiring, strategy, and tooling are all being evaluated. There’s pressure across the board to show growth, hit goals, and make smart investments, and that starts with alignment.
The question isn’t just “what’s our 2026 plan?” It’s also “do we have the right people, tools, and systems to make that plan successful?”
Many organizations still rely on instinct or anecdotal performance data when setting next year’s strategy. But the top organizations are doing something different: they’re using data to evaluate readiness early, ensuring alignment between goals, people, and capabilities before the new year even begins. These leaders aren’t waiting until Q2 to realize a team isn’t equipped or a tool isn’t delivering.
What top leaders are doing now to prepare: They are building alignment before execution and using objective data to evaluate talent and performance early. This helps them see what’s working, where gaps exist, and whether their current team and tools can support next year’s goals. By checking readiness now instead of later, they can make smarter adjustments before targets are set.
2. AI Hype vs. AI Value
AI continues to dominate sales conversations, but the mindset around it is evolving. The last few years were full of testing and experimentation - lots of new tools, plenty of excitement, and just as much noise. Now, teams are asking the right questions: did this actually help us perform better? Said differently, did we define what success (or value) looks like, and we were able to realize.
For many, the answer is mixed. Some tools delivered real impact, while others added complexity and slowed things down. The difference came down to one thing: intent. AI that’s implemented without a clear goal or data strategy rarely drives results.
What top leaders are doing now to prepare: They are reviewing their tech stacks and asking whether each tool drives measurable performance. Instead of adding more, they’re keeping what works and cutting what doesn’t. The focus is shifting from how many tools they use to how well each one supports the team. The companies that win in 2026 will choose tools that make selling easier and deliver real, measurable results.
3. Predictive Coaching Is the Future of GTM Performance
One of the most exciting themes emerging across revenue teams is the growing focus on predictive coaching. A lot of the market conversation around AI has centered on automation or replacement. But that misses the real opportunity: using AI to strengthen the human side of selling to make coaching smarter, faster, and more personalized.
Many teams invested in AI role-play tools or single-purpose enablement solutions and saw the same pattern. Strong engagement at first, followed by drop-off once attention shifted elsewhere. That is because those tools addressed symptoms rather than the actual cause. These tools fall short because they’re not prescriptive to the user — they simply don’t have the diagnostic or predictive capabilities needed to surface what’s really holding performance back.
Predictive coaching changes that dynamic. Instead of reacting to missed goals or performance dips, leaders can use data to see where skill gaps exist before they impact results. By identifying issues early, they can coach in real time, keep reps performing at their best, and prevent small problems from turning into missed revenue.
What top leaders are doing now to prepare: They’re using AI insights to understand where reps need support most and stepping in earlier with targeted, data-driven coaching. By focusing on prevention rather than correction, they’re helping teams stay consistent, confident, and high-performing throughout the year so revenue doesn’t take a hit when challenges arise.
The Bottom Line
The future of sales enablement is proactive, predictive, and powered by data. The leaders who win in 2026 will be the ones who plan with clarity, invest in tools that deliver measurable value, and coach their teams before performance issues start.
At Luster, we are building the platform that makes that possible. Our Predictive Enablement™ technology helps sales and revenue teams move faster, coach smarter and prevent revenue-impacting mistakes before they happen.
Ready to see Predictive Enablement™ in action? Book a demo to see how Luster is helping sales leaders transform performance in real time.
