If you’re running or supporting a B2B sales team, you’ve probably seen the pitch: “Our platform will transform your sales enablement!” Allego and the old-school platforms all promise big things, but the reality is messier. This guide cuts through the fluff and helps you figure out what’s actually worth your time (and budget).
Let’s be blunt: Most sales enablement tools sound the same. But the right fit depends on your team, your workflow, and how much hype you’re willing to ignore. Here’s how to make a call between Allego and the more traditional players.
1. Get Clear on What “Sales Enablement” Means for You
First things first: Don’t let vendors define your needs. “Sales enablement” is a catch-all term that can mean anything from document storage to interactive coaching. Before you look at any platform:
- Write down your actual pain points. Is onboarding too slow? Are reps ignoring content? Is coaching just not happening?
- Rank what matters. If speed of onboarding is your #1, don’t let “AI-driven pitch libraries” distract you.
- Talk to the people doing the work. Reps and managers will spot gaps you might miss.
Pro tip: Skip the “feature checklist” until you know what problems you’re solving. It’s easy to get distracted by shiny extras you’ll never use.
2. What’s Different About Allego?
Allego likes to position itself as modern, flexible, and video-first. That sounds good, but what does it actually offer compared to old-school platforms like Showpad, Seismic, or Highspot?
Allego strengths: - Video coaching and practice: This is Allego’s big differentiator. Reps can record themselves, get feedback, and iterate—without waiting for a manager’s calendar to clear up. - Collaborative learning: There’s a social aspect, where teams can share tips, feedback, and best practices more informally. - Mobile-first design: The interface is built for reps who are on the move, not chained to a desk. - Content management with context: Not just storing PDFs—Allego tries to surface the right content at the right moment in the sales process.
Where it can fall short: - Complexity: The sheer number of features can be overwhelming. If you just want a single source of truth for collateral, Allego might be overkill. - Learning curve: Social learning and video sharing sound fun until you run into reps who hate being on camera. - Price: You're usually paying for the “whole package,” not just the parts you need.
Traditional platforms strengths: - Robust content management: The old guard is great at keeping collateral organized and controlled. - Familiarity: Many reps and managers already know these tools—less resistance to change. - Integrations: These platforms often plug into every other system you use, from CRM to marketing automation.
Where they lag: - Coaching is an afterthought: Most are content-first, and coaching is tacked on. - Stale learning experiences: Training is usually top-down and often ignored. - Mobile is an afterthought: Some “mobile apps” are just shrunken web pages.
3. Dig Into the Features—But Don’t Get Distracted
Don’t trust vendor comparison tables—they’re designed to make every checkbox green. Here’s how to cut through the noise:
Core Categories to Compare
- Content Management
- How easy is it to upload, organize, and update content?
- Can reps find what they need without a scavenger hunt?
- Does it work with the file types and tools you already use?
- Training & Coaching
- Is it just static e-learning, or can reps actually practice and get feedback?
- Does it support peer-to-peer learning, or is it all top-down?
- Can managers track progress without a dozen spreadsheets?
- Analytics & Reporting
- Do you get actionable insights, or just raw numbers?
- Can you actually see who’s using content and whether it’s helping close deals?
- Is it easy to set up reports, or do you need an admin?
- Integrations
- Does it play well with your CRM, calendar, email, and chat tools?
- Are integrations simple or a science project?
- User Experience
- How many clicks does it take for a rep to get what they need?
- Will your least tech-savvy rep be able to use it?
What to Ignore (Unless You Really Need It)
- AI for the sake of AI: If the “AI-powered insights” just recite usage stats, don’t pay extra.
- Gamification overload: A leaderboard is fine. But if your team hates badges, don’t let that sway you.
- Endless customization: More options = more time spent fiddling. Most teams never use half of what’s offered.
4. Run a Real-World Pilot (Not a Vendor Demo)
The only way to know if a platform works for you is to try it in your environment. Here’s how to do it right:
- Pick a small, honest test group.
- Include folks who are skeptical, not just your tech enthusiasts.
- Give them real tasks.
- “Find the latest case study for Industry X.”
- “Record a practice pitch and send it to your manager.”
- “Update a piece of collateral.”
- Watch what actually happens.
- How many times do they get stuck?
- Does anyone just give up and email a file instead?
- Are managers using the feedback tools, or defaulting to email?
- Ask for unfiltered feedback.
- What did they like? What felt clunky? What did they ignore?
- Timebox it.
- A two-week pilot is enough to see if it fits your workflow. Don’t let it drag on forever.
Pro tip: If the vendor insists on running the pilot for you, push back. You want to see what happens when your people use it, not their power users.
5. Check the Hidden Costs (and Headaches)
Pricing pages are just the tip of the iceberg. Watch for:
- Onboarding fees: Are you paying extra for setup or migration?
- Training requirements: Will you need to pull reps off the floor for days?
- Admin overhead: Some platforms need a full-time owner.
- Support quality: Is their support team actually helpful, or just ticket takers?
- Contract lock-in: Watch for long-term contracts with little flexibility.
Honest take: Sometimes the “cheaper” platform costs more in time, frustration, and lost sales momentum.
6. Don’t Ignore Change Management
Even the best tool is useless if nobody uses it.
- Get buy-in early. Involve reps and managers from the start. If they help pick the tool, they’ll actually use it.
- Communicate the “why.” Explain how it’ll make their lives easier. If possible, show quick wins (like shaving 10 minutes off finding a case study).
- Plan for ongoing support. Somebody needs to own updates, training, and troubleshooting.
Ignore: Fancy launch parties and “gamified onboarding.” Focus on practical training and real support.
7. Make Your Decision—But Stay Flexible
No tool is perfect. Here’s what matters when you’re down to the wire:
- Does it actually solve your top pain points?
- Will your people really use it, or will it become another shelfware login?
- Is the vendor responsive and realistic, or just promising the moon?
- Can you get out if it’s not working?
Don’t be afraid to negotiate. Nobody pays list price in this space, and many vendors will work with you on pilots, support, or contract terms.
Keep It Simple and Keep Moving
Sales enablement is supposed to make your team’s life easier, not add another layer of hassle. Don’t get lost in the weeds or chase the latest shiny feature. Pick what solves your real problems, test it with your actual team, and don’t be afraid to iterate. The rest is just noise.
If you keep things grounded and focused, you’ll find the right fit—without falling for the hype.