Account Executive Playbook: Chapter Authoring and Onboarding Design
Writing practical guidance and connecting it with onboarding.
The brief
Help new Account Executives understand the skills, customer decisions, colleagues and resources involved in their work, and connect the shared playbook with the onboarding journey.
My contribution
I wrote two chapters: AE Competencies and The Science of Selling. The competency chapter translated an existing framework into definitions, relevant situations, effective and ineffective behaviours, and proficiency indicators. The buying-journey chapter connected customer decisions with sales methodology and stages.
I also wrote collaboration and resource guidance, mapped supporting roles to sales-stage objectives, and compared existing training with the playbook to see what was already covered and what additional content was needed.
Design decisions
Make skills observable, explain collaboration in the context of the seller's work, and introduce resources through their purpose and practical use. I worked with instructional designers to consider where material belonged in onboarding and how it could deepen as the learner progressed.
What the work produced
Two chapters, collaboration mapping and resource content for the wider enablement project. My contribution included authoring and instructional input. I handed the content and design guidance to our dedicated course development team for production. The complete playbook was a shared team output.
Explore the samples
The competency, collaboration and resource samples are original extracts with targeted redactions. The customer buying-journey sample is an anonymised adaptation of chapter content.
Competency chapter
Definitions, practical scenarios, behaviours and proficiency indicators.
The Science of Selling
Chapter writing connecting the customer buying journey with sales activities.
Collaboration mapping
Sales-stage objectives, supporting roles and practical communication guidance.
Resource guidance
Practical explanations of purpose, timing and use.
The retained chapter content and project records support the authoring and content-design contribution. Measured learning or sales outcomes are not established by these records. Source material is selected, redacted or adapted as described in each sample.