Do less, win more: how to cut your GTM clutter before 2026
Clarity isn’t a luxury. It’s the new growth lever.
Everyone is talking about what to roll out next year.
New onboarding, pitch decks, partner programs, tools…
But if your teams are already overwhelmed - adding more won’t help. In fact, it will likely make things worse.
Before you roll out anything new, start by cutting what’s not working.
Most GTM orgs are scaling clutter, not clarity
Every year it compounds:
Legacy onboarding docs that no one uses
Notion pages that haven’t been touched since Q1
Frameworks that change faster than reps can adopt them
Content libraries full of duplicates, versions, and outdated messaging
Training sessions that get great feedback… but changes nothing
It’s not bad intent. It’s just that no one ever stops to clean it up - because there’s always something new to launch.
The results? Your best reps ignore it all and build their own system.
Everyone else gets stuck in the noise.
Enablement should be scaffolding, not noise
Good enablement removes friction.
But when it’s overdone or disconnected from reality, it becomes its own scalable:
Content that’s hard to find
Playbooks that don’t reflect how deals are actually closed
Initiatives that no one reinforces
Messaging changes that never make it into the field
When everything is enabled, nothing is.
If it doesn’t help someone sell, support, or close - it’s in the way.
3 things to clean up before you scale into 2026
You don’t need to start from scratch: just need to clean house before inviting more people in.
🧹 Old playbooks
If they haven’t been updated in the past 6+months, check what’s still relevant, what’s being ignored, and how your top reps are actually selling today
🧹 Content sprawl
Pick one source of truth. Archive the rest. If your team doesn’t know where to find the right messaging or deck, they’ll stop trying.
🧹 Competing priorities
Look at every GTM initiatives launched in the past 6-9 months. If you’re reinforcing more than 3, chances are none of them are landing.
Do less, but make it count
This isn’t about being minimalist. It’s about being effective.
Your GTM teams don’t need another folder of docs. They need fewer moving parts, better adoption, and clear execution.
That’s what I do at Scaling Edge:
Cut through the noise
Use The Enablement Handbook to audit what’s working at each stage of your GTM motion
Build lean enablement systems that teams actually use.
Want to start 2026 with a system your teams believe in - not just another Notion page? Let’s make space for it, now.
—
Ambre
