#enablement

Create comprehensive sales playbook for consistency. Sections: 1. ICP and Buyer Personas (who we sell to, pain points, motivations). 2. Value Propositions (core message, differentiation per persona). 3. Sales Process (stages, exit criteria, average time per stage). 4. Methodology (MEDDIC, Challenger, SPIN - which we use). 5. Prospecting (channels, scripts, templates, cadences). 6. Discovery Questions (by persona, problem area). 7. Demo Guidelines (structure, key features to show, customization tips). 8. Objection Handling (top 10 objections, proven responses). 9. Closing Techniques (negotiation tactics, discount policies). 10. Tools and Resources (CRM, sales engagement, enablement content). 11. Metrics and KPIs (what we measure, targets). Format: living Wiki or PDF, searchable, visual (screenshots, flowcharts). Ownership: sales ops maintains, reps contribute. Update: quarterly reviews. Usage: onboarding (week 1 reading), certification (test knowledge), ongoing reference.

Ramp new sales reps systematically. Days 1-30 (Learning): 1. Product training (features, use cases, demos). 2. Shadow 10 sales calls. 3. Listen to 20 recorded calls (wins and losses). 4. Study buyer personas and ICP. 5. Memorize pitch and objection handling. 6. Practice demos with peers. 7. Make 50 practice cold calls. Days 31-60 (Doing): 1. Own inbound leads. 2. Conduct 20 discovery calls. 3. Deliver 10 demos. 4. Close first deal (small account). 5. Build pipeline worth 3x quota. Days 61-90 (Owning): 1. Hit 50% of quota. 2. Cold outreach to targets. 3. Manage full sales cycle. 4. Forecast accurately. Assign mentor for entire period. Weekly check-ins with manager.

Equip sales team with competitive intelligence. Battlecard structure per competitor: 1. Company overview (size, funding, target market). 2. Strengths (what they do well, when they win). 3. Weaknesses (gaps, common complaints). 4. Differentiation (why you win against them). 5. Objection traps (questions to ask that expose weaknesses). 6. Proof points (case studies where you won against them). 7. Pricing comparison. Research sources: G2 reviews, Reddit discussions, sales calls (ask 'who else are you evaluating?'), competitor websites, former employees. Update quarterly. Make easily accessible (Wiki, PDF with search). Train reps on delivery: never bash competitor, focus on your strengths. Landmine questions: 'How important is [feature they lack] to you?'

Build accessible sales enablement repository. Content types: 1. Pitch decks (elevator, 10-min, 30-min versions). 2. One-pagers (product overview, vs competitors, feature sheets). 3. Case studies (by industry, company size, use case). 4. Demo scripts and recordings. 5. Email templates (prospecting, follow-up, closing). 6. Objection handling docs. 7. ROI calculators. 8. Security/compliance docs (GDPR, SOC 2, HIPAA). Organization: folder structure by sales stage (prospecting > discovery > demo > proposal > negotiation). Naming convention: [asset-type]_[topic]_[date].pdf. Platform: Highspot, Seismic, Sharepoint, or Notion. Onboarding path: curate 'new hire essentials' folder. Maintenance: monthly audit (update stats, remove old), contributor model (marketing creates, sales provides feedback). Track usage: what gets used most? What's missing?