Intuit sales enablement won four 2026 Brandon Hall Group HCM Excellence Awards across four categories. Intuit's Global Sales Enablement team runs enablement as one system for hiring, developing, coaching, and holding sales teams accountable, with Yoodli AI roleplays as the practice layer inside those programs.
This guide breaks down how that system fits together and what an enablement, L&D, or sales leader can borrow from it. The program facts come from the published Intuit Brandon Hall case study. The how-to steps are written for teams setting up the same model in their own org.
What Intuit's Four Brandon Hall Awards Cover
The Global Sales Enablement team won these four awards:
- Gold, Learning & Development Strategy
- Gold, Leadership Development
- Silver, Talent Management
- Silver, Diversity, Equity & Inclusion
Brandon Hall Group describes the HCM Excellence Awards as "the longest-running and largest awards program dedicated to Human Capital Management." Entries were judged by "a panel of veteran, independent senior industry experts, Brandon Hall Group analysts, and executives." The criteria include program design and delivery, adoption, and "Overall effectiveness, impact, and measurable benefits."
The spread of categories is the useful signal for other teams. Strategy, leadership, talent, and inclusion are four different parts of the people function, and a sales enablement team placed in all of them. That happens when enablement is designed as a system that touches every stage of a seller's career.
Design Intuit Sales Enablement as One System
The case study describes the team's goal as enablement that changes how people sell and lead, built as a durable system that keeps working long after any single training request. In practice, that means each program connects to the next one, and the same practice and feedback model runs through all of them.
The table below maps the four stages the Intuit program covers to the questions an enablement team should answer for each one.
| Stage | What the program has to do | Where practice fits |
|---|---|---|
| Hire | Give new sellers a clear bar for what ready looks like | A certification on the first customer conversation |
| Develop | Build skills as products, markets, and tools change | AI roleplays built from each new launch or message |
| Coach | Help managers coach every rep without burning out | Scored practice that managers review before 1:1s |
| Hold accountable | Show leaders who can perform the skill | Rubric scores tracked by learner, team, and program |
To copy the Intuit sales enablement model, list every enablement program your team runs today and place each one in a stage. Gaps show up fast. Many teams have strong onboarding and nothing that follows a seller after month three, or plenty of training content with no way to tell who can use it.
Start with the first customer conversation
The hiring stage proves itself on a new rep's first real call. A certification in front of that call gives the rep a full rehearsal and gives the manager a clear read on who is ready. Start with the call new hires run most often, agree on a passing bar with sales managers, and require it before the first customer meeting. Yoodli's onboarding and certification page shows how teams set this up, and the guide to a sales certification program reps complete covers the design choices.
Make Practice the Layer Across Every Program
At Intuit, sellers and leaders use AI roleplays to rehearse realistic conversations in low-stakes scenarios and get personalized feedback right after they finish. Because the same practice model runs through each program, a seller who learns it in onboarding uses it again for every launch and leadership program after that.
That repetition is the point. In 2015, researchers Jaap Murre and Joeri Dros ran a replication of Ebbinghaus's memory experiments. They concluded that "the Ebbinghaus forgetting curve has indeed been replicated." A rep who finishes a strong onboarding week and then goes a month without rehearsing the pitch loses much of it. Repeated practice with feedback is what keeps new material in use after launch day.
Yoodli Roleplays are graded against the organization's own rubrics, so every practice session produces a score the enablement team can compare. That is what lets one practice layer serve hiring, development, coaching, and accountability at once. Yoodli's sales enablement page covers how teams set up that shared layer.
Build AI Fluency Into Leader Development
The Intuit program teaches leaders to tell where AI makes their work faster and where a situation needs human judgment. Intuit treats that judgment as a leadership skill and builds it into how leaders develop.
Sales research supports the investment. Gartner surveyed 1,026 B2B sellers and found that sellers who effectively partner with AI tools are 3.7 times more likely to meet quota than those who do not. The same survey found that 72% of sellers feel overwhelmed by the number of skills required for their job, and 50% are overwhelmed by the amount of technology needed.
Those numbers make AI tool training an enablement job. Using an AI assistant well on real work is a skill, and enablement teams know how to build skills. Yoodli Roleplays support two-way screen share, so a rep can work through a real task in a tool while the AI guides them and grades the result. Yoodli's tool training page shows how teams certify sellers on a new platform.
Give Managers Coaching They Can Sustain
The case study notes that Intuit pairs AI fluency with durable systems so managers can scale coaching without burning out. Managers want to coach every rep on every new message, and most don't have the hours. When reps practice on their own time and get scored against a shared rubric, a manager can walk into a 1:1 with the one skill that needs work.
Managers stay at the center of coaching. The AI takes on the repetitions, so a manager can spend their time on judgment, context, and the rep's next step. Yoodli's post on AI sales coaching without replacing sales managers covers how to split that work.
Measure Behavior Change, Then Report It
Award entries are judged on measurable benefits, so a team that wants recognition, or just budget, needs evidence that sellers changed what they do. The Kirkpatrick Model calls this Level 3, Behavior. That level "measures the degree to which the target audience performs the critical behaviors in its environment."
Scored practice gives enablement a way to report at that level. Yoodli Measure shows progress by learner, team, and program against the rubrics a team defines. Sara Kwan is Director, Global Sales Enablement at Intuit. She has described the real measure of success as evidence "that our programs are actually changing how people sell, lead, and grow."
Intuit sales enablement shows why the reporting habit matters as much as the programs. Pick two or three rubric skills per program and report them to sales leadership every quarter. Show where scores rose, where they stalled, and what the team will change in the next program. Leaders who see that trend over a few quarters start to treat enablement as part of how the sales plan gets delivered. Yoodli's piece on why practice drives GTM performance has more on connecting practice to results.
A Starting Plan for Your Own Team
A team can stand up the first version of this system in a quarter:
- Map every current program to the four stages: hire, develop, coach, and hold accountable.
- Choose one shared rubric format so scores compare across programs.
- Add a first-call certification to onboarding.
- Build an AI roleplay for the next product launch or message change.
- Add AI fluency practice to the next leadership development cohort.
- Send managers practice results before 1:1s and report rubric scores to leadership each quarter.
Other teams running practice this way have been recognized too. Google's GBOedu team won seven Brandon Hall awards, and VML won four Brandon Hall awards for leadership development.
FAQ
What Brandon Hall awards did Intuit sales enablement win?
Intuit's Global Sales Enablement team won four 2026 Brandon Hall Group HCM Excellence Awards. The team took Gold in Learning & Development Strategy and Gold in Leadership Development. It also took Silver in Talent Management and Silver in Diversity, Equity & Inclusion. Yoodli AI roleplays are the practice layer inside the programs behind those wins.
How does Intuit use AI roleplays in sales enablement?
Intuit uses Yoodli AI roleplays as the practice layer across its enablement programs. Sellers and leaders rehearse realistic conversations in low-stakes scenarios and get personalized feedback right after they finish. The same practice model supports hiring, development, coaching, and accountability, so managers can scale coaching without burning out.
How do you build a sales enablement program as one system?
Map every program to four stages: hire, develop, coach, and hold accountable. Run the same practice and scoring model through each stage, so a rep's results carry from onboarding into later programs. Use one rubric format so scores compare across teams, and report those scores to sales leadership every quarter.
Why should AI fluency be part of sales enablement?
Using AI tools well on real work is a skill, and enablement teams build skills. Gartner found that sellers who effectively partner with AI tools are 3.7 times more likely to meet quota. Intuit teaches leaders where AI makes them faster and where a situation needs human judgment, and practice with feedback shows who can apply it.