The Missing Link Between Sales Playbooks and Performance
Wed Jul 23 2025
In the latest episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development at SBI, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results.
They dive into recent research on manager enablement, the pitfalls that cause playbooks to fail, and the tactics top-organizations are using to drive real change.
Key Takeaways:
· A well-designed playbook without enablement is just noise.
· Executive sponsorship is essential for adoption and impact.
· AI presents an opportunity to deliver playbook insights directly into the sellers workflow.
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In the latest episode of The Sales Readiness Podcast, our host Ray Makela, Managing Director of Talent Development at SBI, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results. They dive into recent research on manager enablement, the pitfalls that cause playbooks to fail, and the tactics top-organizations are using to drive real change. Key Takeaways: · A well-designed playbook without enablement is just noise. · Executive sponsorship is essential for adoption and impact. · AI presents an opportunity to deliver playbook insights directly into the sellers workflow.