Sales Enablement Content Audit Checklist

Inventory every existing training asset against the skill taxonomy before building anything new. Most enablement teams have 3x the content they think they have, teaching half the competencies they need.

Phase 1 — Inventory

• List every training asset created or actively used in the last 24 months: decks, videos, one-pagers, playbooks, battlecards, email/talk-track scripts, certification tests, e-learning modules
• Record for each asset: owner, creation date, last-updated date, last-used date (pull from LMS/CRM analytics if available)
• Record the format (live session, recorded video, doc, interactive module) and typical time-to-consume

Phase 2 — Tag Against the Taxonomy

• Tag each asset to exactly one of the six core competencies (Discovery, Value Articulation, Objection Handling & Negotiation, Stakeholder Mapping, Pipeline Rigor, Executive Communication)
• If an asset doesn't map cleanly to a named competency, flag it explicitly as "tactic/script with no named skill behind it" — a strong candidate for retirement
• Tag each asset to the mastery level it's actually built for (Novice / Developing / Proficient / Advanced / Expert) — most orgs will find 80%+ of content is Novice-level
• Cross-check each asset's actual content against the current certification rubric: does it still teach the behaviors reps are being graded on?

Phase 3 — Find the Gaps and the Duplicates

• Build the asset-count matrix: competency (rows) × mastery level (columns) — count assets in each cell
• Flag every competency with zero Advanced or Expert-level content (near-universal gap — most curricula stop teaching at Proficient)
• Flag every cell with 3+ overlapping Novice-level assets covering the same ground (common redundancy, usually from different eras/owners)
• Flag any asset older than 18 months that hasn't been reviewed against the current rubric
• Flag any asset with zero usage in the last 90 days for archive review

Phase 4 — Decide

• For each flagged asset, assign one of three outcomes: Kill (retire), Update (revise to match current rubric/taxonomy), Keep (still current and used)
• For each competency×level gap identified in Phase 3, assign an outcome: Build (commission new content) or Accept (not a priority this cycle)
• Assign a named owner and a date to every Update and Build decision — an audit with no owners just becomes a shelved document
• Publish the final asset-to-competency-to-level heatmap as the single map of "what we actually have," replacing whatever informal list existed before

Output

A one-page heatmap: 6 competencies × 5 levels, with asset counts per cell, color-flagged for gaps (0 assets) and redundancy (3+ assets). This heatmap — not the original 24-month asset list — becomes the enablement team's working reference until the next audit cycle.