Your Onboarding Frameworks Just Got Better !
For Sales Onboarding
Recommended book: Top Sales Enablement Challenges
A practical addition to Sales onboarding programs, this book helps leaders and onboarding managers recognise the enablement challenges that most directly shape new hire productivity. Built around 15 of the most common sales enablement challenges, it surfaces the friction that slows learning, weakens execution, and pulls reps away from selling. From lack of practice and weak collaboration to content chaos, unclear responsibilities, data overload, and non-sales distractions, it helps onboarding teams identify the hidden obstacles new hires tend to feel first.
For the person engineering the onboarding program, this book supports more than just a smoother ramp. It helps create a stronger ongoing selling environment. By reinforcing the conditions required for focus, alignment, and repeatable execution, it helps reduce onboarding time, flatten avoidable learning curves, and protect selling time from the start.
Recommended for: Onboarding Managers, Onboarding Coordinators, Enablement leaders, and frontline sales managers operating without dedicated Enablement support.
For CS Onboarding
Recommended book: Renewal Is Not a Date
A practical addition to Customer Success, Account Management, and Renewal onboarding programs, this book helps leaders and onboarding managers prepare post-sales teams for the real commercial demands of the role. Rather than reinforcing a narrow view of Customer Success built around relationship management or presentation-friendly KPIs, it introduces a more operational and commercially relevant view of post-sales work: renewal risk, stakeholder ownership, value defence, expansion discipline, portfolio quality, and cost-to-serve.
For the person building the onboarding program, this book adds strategic depth and practical relevance. It helps new hires understand that renewal is not a date on a calendar, but the outcome of decisions, visibility, proof, and economic discipline built over time. It is especially useful for organisations that want CSMs, AMs, and Renewal Managers to contribute beyond reactive support, defend value in rooms they are not in, and operate with a stronger understanding of how post-sales work affects revenue quality, margin, and growth.
Recommended for: Onboarding Managers, Customer Success leaders, Enablement teams, and frontline managers responsible for preparing CSMs, AMs, and Renewal Managers for productive post-sales execution.
For GTM Onboarding
Recommended book: The entire Project Moneyball book series
A practical addition to GTM onboarding programs, the full Project Moneyball series helps leaders, onboarding managers, and cross-functional builders establish a more unified framework across the revenue organisation. GTM is not a role or a title. It is a cross-functional strategic effort. Strong onboarding should therefore do more than prepare each function in isolation. It should help every role understand how revenue is generated, handed off, defended, expanded, and improved across the full customer lifecycle.
Book 1 helps reduce onboarding time, keep teams aligned, and establish stronger synergy across the GTM organisation. Book 2 doubles down on the idea that GTM is a holistic avenue of insights, ideally working from end to start: from the Customer Success book of business back to Marketing, top of funnel, pipeline quality, and downstream again into more accurate onboarding and reduced churn. Book 3 adds the economic discipline layer, helping teams understand growth quality more clearly and even giving Marketing a stronger lens on expansion as a signal of product-market fit.
For the person engineering the onboarding program, the series provides shared language, broader commercial context, and a more connected view of revenue architecture. It helps teams ramp with stronger judgment, better alignment across functions, and a clearer understanding of how their role contributes to both generating and defending revenue.
Recommended for: GTM leaders, RevOps leaders, Enablement teams, Marketing leaders, Customer Success leaders, and onboarding managers responsible for building alignment across Sales, SDR, Marketing, CS, AM, and revenue-supporting functions.
GTM Enablement / RevOps
Recommended book: The Multiplier
For seasoned Enablement leaders looking to evolve beyond traditional practices, The Multiplier offers a more analytical and commercially grounded approach to the role.
The Multiplier helps reframe Enablement not as a downstream function shaped by inherited habits from Training, HR, or Product Marketing, but as a strategic discipline much closer to RevOps in the way it observes performance, identifies patterns, and supports better business decisions.
The Multiplier encourages leaders to think out of the box, analyse execution more holistically, and design Enablement around what actually drives outcomes across the GTM engine.
The Multiplier is for leaders who want to build a sharper strategic plan, expand their influence, and operate with stronger diagnostic depth, The Multiplier provides a practical foundation for a more analytical, insight-led Enablement model.
Enablement 101
Recommended book: The entire Project Moneyball book series
The Project Moneyball series is a valuable resource for Sales Enablement leaders who want to operate with greater strategic impact, design plans around what actually works in the field, and expand their role beyond training delivery and content support.
Across the three books, Enablement is reframed as a business function that can help shape performance across the entire customer lifecycle, not just the pre-sales stage. The series helps Enablement leaders understand how revenue is generated, where execution breaks down, how success can be replicated, and why post-sales signals such as renewal quality, expansion, and cost-to-serve should also inform Enablement priorities.
For anyone building a strategic plan, the books provide a broader GTM lens, helping them move from isolated sales support to a more connected role that reinforces alignment, handoffs, commercial judgment, and revenue impact across Sales, Customer Success, Account Management, and the wider GTM organisation.
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