GTM Skills for FY26: What Your Team Actually Needs to Learn

Let’s Be Honest About GTM Planning

It’s one thing to design a smart go-to-market (GTM) plan.

It’s another thing entirely to execute it with a team that’s still operating on 2020 skillsets.

The buyer journey has changed—so dramatically, in fact, that 75% of B2B buyers now prefer rep-free experiences (Gartner). But the truth no one wants to say out loud? The seller journey has changed just as much.

Most enablement programs haven’t kept pace. They’re still built around annual SKOs, long-form modules, and static messaging—none of which help when a buyer is mid-conversation asking for ROI clarity and your team’s fumbling with outdated decks.

If you're serious about building a future-proof GTM strategy in FY26, you’ve got to pair it with future-fit capabilities. Otherwise, you're just planning in a vacuum.

The 4 GTM Skills Your Team Needs to Stay Competitive

The teams winning right now—across sales, marketing, and customer success—are learning faster, adapting faster, and connecting deeper. Here's what they’re mastering:

1. Revenue Alignment Mindset

It’s not just about closing the deal—it’s about understanding the full buyer lifecycle. Sellers today need to think like post-sale partners. That means knowing what happens after the handshake: onboarding, retention, and expansion. A RevOps lens is no longer optional.

2. Real-Time Personalisation

The best GTM teams aren’t just personalising pre-call—they’re adjusting on the fly. Whether it’s adapting to a stakeholder shift mid-meeting or tweaking messaging based on buyer body language, real-time relevance is now the expectation.

💡 According to the LinkedIn State of Sales, buyers are 2.3x more likely to engage when they feel the solution is tailored in the moment.

3. Enablement Agility

Your team can’t afford to wait until the next training block to level up. High-performing orgs enable the flow—micro-skills, just-in-time resources, and cross-functional peer learning. Agile enablement is the key to scale.

4. Outcome-Led Storytelling

Buyers don’t want fluff. They want results—fast. Can your team articulate ROI in under 30 seconds? Can they link features to business outcomes with commercial confidence? If not, your value prop is falling flat.

Two Ways to Equip Your Team for FY26 GTM Success

If you’re ready to break the cycle of outdated enablement and give your team skills they’ll actually use in the field, here’s how we can help:

1. Book a discovery call to bring this to your FY26 launch, SKO or strategy day.

2. Join REV UP– Where Skill Sprints Meet Real-World Execution