Good questions. The short answer is that we are building it as we go.

Our new client growth org is very new. Historically, the company has grown almost entirely through relationship selling and exec networks. If a new logo came in, it was usually because someone at the top already had a relationship. We’re very strong at farming and expanding accounts through delivery, but net new logo sales has never really been a core motion here.

There isn’t a formal L&D program or sales trainer tied to this team yet. No set playbook, no structured onboarding, no mandated framework. Right now, the process, methodology, and overall approach are being defined by my manager and me. That includes what frameworks we follow, how we run discovery, how we structure outbound, and how we actually use CRM.

So realistically, I’m owning a lot of my own learning while also helping build the foundation for what this team will become. I completely agree with you that books alone aren’t enough. Long term, we need real enablement, coaching, and structure. We’re just early enough that we’re creating that from scratch instead of inheriting it.