If you’re running a B2B sales team, odds are you’ve heard about sales enablement platforms. There’s a lot of noise out there—shiny dashboards, AI claims, “transformational” features. But when it comes to actually helping reps ramp faster, stay sharp, and close more deals, most platforms overpromise and underdeliver. This is a straight-up review of Brainshark, a well-known GTM (go-to-market) tool that’s been around long enough to have real-world track records, not just hype.
If you’re a sales leader, enablement manager, or just sick of onboarding reps with PowerPoints and PDFs, keep reading. I’ll break down what Brainshark actually does, where it shines, where it stumbles, and how it fits into the real lives of B2B sales teams in 2024.
What is Brainshark, Really?
At its core, Brainshark is a platform for creating, sharing, and tracking sales training and readiness content. It bills itself as a way to keep reps informed, measure their knowledge, and make onboarding less painful.
Think of it like a mix between a learning management system (LMS), a video hosting platform, and a quiz app—with some analytics thrown on top. You upload (or build) presentations, videos, and assessments. Then you assign them to your sales team, track who’s watched what, and test if anybody was actually paying attention.
Who Actually Uses Brainshark?
- Mid-market and enterprise B2B sales teams (think: SaaS, hardware, manufacturing)
- Enablement and training managers juggling remote and in-person teams
- Teams with complex products, compliance needs, or fast-changing info
If your sales motion is super simple, or you’re running a five-person startup, you probably don’t need this much infrastructure.
The Good: Where Brainshark Delivers
1. Onboarding That Doesn’t Suck (as much)
New hire ramp is where Brainshark feels most useful. You can build a sequence of training modules—videos, slides, voiceovers, quizzes—and assign them to every new rep. Progress gets tracked automatically, so you know who’s actually up to speed.
Pros: - Bite-sized modules cut down on info overload - Easy to mix video, slides, and interactive content - Managers can see who’s stuck, so you don’t have to chase people for status updates
Pro tip: Don’t just dump your old product deck into Brainshark. Short, focused modules get watched. Hour-long videos get skipped.
2. Sales Readiness and Certification
If your industry has compliance requirements, or you want reps certified before they hit the phones, Brainshark’s assessment tools are solid. The built-in quizzes and coaching activities (like video pitch practice) help you spot who’s ready and who’s winging it.
What works: - Simple to set up recurring quizzes (for product updates, pricing changes, etc.) - Reps can record practice pitches; managers give direct feedback - Audit trails are a lifesaver during compliance checks
3. Content Analytics and Reporting
You can see who watched what, how long they spent, and if they passed the quiz at the end. For managers, this is gold. No more guessing if your training is working—though don’t expect magic insights.
You get: - Completion rates by user, team, or content - Quiz scores and pass/fail breakdowns - Basic engagement metrics (not as deep as some LMS tools, but enough to spot trends)
The Gaps: Where Brainshark Falls Short
1. User Experience is…Fine
Let’s be honest: Brainshark’s interface feels a little dated compared to newer tools. It’s not “painful,” but it’s not fun, either. Some workflows are clunky—especially for admins building out new content.
- Drag-and-drop builder works, but expect a learning curve
- Reps sometimes complain about login hassles or videos not loading smoothly
- Mobile experience is hit-or-miss (okay for watching, not great for creating)
2. Content Creation Isn’t Magic
You’ll need good raw material. Brainshark doesn’t turn boring slides into engaging training by itself. If your content stinks, no amount of tracking will help. Plan to invest time in making modules that are actually useful.
Skip the temptation to upload everything you’ve got “just in case.” Clutter wastes everyone’s time.
3. Integrations Are Not Plug-and-Play
Brainshark claims integrations with Salesforce, Microsoft Teams, and others. Some work better than others. Getting everything to sync—especially if you want deep reporting or automated assignments—takes IT help.
- Check which integrations are “native” and which require middleware
- Expect some trial and error, especially if your CRM is highly customized
4. Analytics Can Be Shallow
You’ll get good data on who completed training, but nuanced insights (like correlating readiness with sales performance) are limited unless you stitch together exports and build your own dashboards. If you want “data-driven enablement,” be ready to do some manual work.
Brainshark: Feature Breakdown
Here’s a no-fluff look at the core features and how they land in the real world:
| Feature | Works Well For | Annoyances / Limitations | |-----------------------|----------------------------|-----------------------------------| | Content Authoring | Quick updates, combining video & slides | Editing complex modules can get clunky | | Assignments & Tracking| Onboarding, compliance | Manual assignments get tedious | | Coaching & Feedback | Pitch practice, feedback | Review process isn’t super streamlined | | Analytics | Tracking completion, quiz results | Limited connection to sales outcomes | | Integrations | CRM/LMS sync | Set-up can be fiddly, reporting isn’t unified |
How to Get Value from Brainshark: A Practical Approach
If you’re considering rolling out Brainshark, or you’re stuck making it work better, here’s a straightforward roadmap.
1. Start Small and Ruthless
Don’t try to document your entire sales playbook on Day 1. Pick your highest-impact onboarding or certification process and build that first.
- Identify the must-have training modules (new hire basics, compliance, core messaging)
- Build short, focused content—10 minutes max per module
- Assign to a pilot group before scaling
2. Keep Content Fresh, Not Bloated
Schedule regular reviews of your Brainshark library. Outdated or redundant material kills engagement. Assign someone (not “everyone”) to audit content quarterly.
- Archive anything not used in the last 6 months
- Update for product or market changes—don’t let “set and forget” happen
3. Use Quizzes and Video Coaching Wisely
Quizzes are great, but don’t overdo it. Three smart questions beat a 20-question slog. Video pitch practice is useful, but only if managers actually review and give feedback.
- Make assessments meaningful, not just box-checking
- Set aside real time for managers to coach, not just grade
4. Integrate with Your Sales Stack (If You Can)
If you’re on Salesforce or Teams, get IT involved early. Don’t assume it’ll “just work.” Map out what data you want to move back and forth and test with a small group.
- Prioritize integrations that automate boring tasks (like user provisioning or assignment)
- Don’t waste cycles on “nice to have” connections unless you’ll actually use them
5. Measure What Matters—Don’t Chase Vanity Metrics
Completion rates are nice, but the real question is: Are reps actually selling better? Pair Brainshark data with sales outcomes (even if it’s just in a spreadsheet at first). Look for patterns, and be ready to tweak your training.
What to Ignore
- Shiny feature overload: You don’t need every bell and whistle. Stick to the basics until you see results.
- AI-powered recommendations: As of 2024, most “AI” in enablement tools is just glorified tagging. Don’t expect it to write your playbook for you.
- Gamification: Badges and leaderboards rarely motivate experienced reps. Focus on clarity and relevance instead.
So—Is Brainshark Worth It?
If you’re a mid-sized or larger B2B sales team, have complex onboarding or compliance needs, and you’re tired of chasing reps to finish training, Brainshark is a solid, proven tool. It’s not going to magically make your team world-class, but it can save time, make onboarding less painful, and provide just enough data to keep everyone honest.
It’s not the prettiest or the smartest platform out there, and it won’t fix bad content. But if you keep things simple, focus on what actually moves the needle, and ignore the hype, you’ll get your money’s worth—and your reps might even thank you for not making them sit through another hour-long Zoom.
Bottom line: Start small, measure what matters, and don’t let “sales enablement” become another bloated project. Iterate as you go, and remember—no software can replace training that actually makes sense.