How do I make sales enablement that reps actually use?

There is a real gap between making materials and equipping people to sell, and you have found it the honest way. A folder full of good documents is not enablement. Enablement is when a rep walks into a call more capable because of you. The materials are only the visible part; the actual work is the change in the seller. What defeats you is probably that you are focused on the artifact instead of the outcome. A deck does not close a deal. A rep who knows what to say at the hard moment does. So the question is not whether this is a good document, but whether it will help someone in the room, under pressure, say the right thing. Pick one common moment where your reps struggle, an objection, a tough question, and build the smallest possible thing that helps them through it, then walk a rep through using it. Watch what happens on a real call. Equipping people is measured on the call, not in the file. Start there and the materials will get sharper on their own.