Onboarding
Onboarding, built from scratch
Built a complete onboarding program from zero: e-learning, coaching, mentoring and tool setup, ready to run without me.
- 25
- CSMs
- 3
- Team leads
- 1
- BU Director
Onboarding Coaching Playbook
Fractional Sales Enablement for B2B SaaS
From scattered sales habits to a playbook your team will follow.
You just raised. You’re about to hire. But is your sales team ready?
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Your playbook exists. But can you tell the last time a rep used it?
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How many months of salary does it take before your next hire closes their first deal?
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Are you sure your team is selling your product — or three different versions of it?
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The last rep who underperformed: did you know why, or did you find out too late?
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Are your reps selling the way the best SaaS teams sell in 2026?
What happens when you give your sales playbook a makeover?
Because the best strategy only works if your team applies it.
You have a playbook… but it’s not adopted by the reps.
The team follows the playbook. Because they co-build it, they trust it.
Reps try their best, but everyone is doing things their own way.
Messaging clicks across calls, emails, and demos.
New hires take +6 months to start generating revenue.
New hires get confident, fast. They have a clear path to revenue.
Managers give the same feedback over and over.
Managers coach less, focus on deal reviews.
Coaching sessions feel good… but don’t change much.
Sales feels consistent, under control, and forecastable.
"I don't just build Sales Playbooks.
I make sure your sales team adopts them"
Meet me
I’m Carla,
Sales enablement consultant, playbook fixer, coach, and your team’s favorite new ally.
I work with SaaS sales teams to stop losing deals they should have won… just because the process wasn’t followed.
My approach:
- We co-build (or co-rebuild) a clear, usable, zero-fluff sales playbook.
- The team helps shape it, so they actually use it.
- We make it fun: quizzes, challenges, short videos, contests, and more.
Because playbooks should be lived, not stored.
Prefer to learn by watching? Follow my YouTube channel
The results
What happens after
we work together
From cleanup to close, these are the kind of outcomes you can expect.
Coaching
Coaching that moved the number
Implemented a sales competency matrix and ran weekly group coaching for 2+ months, focused on fixing a few bad habits. The team closed 20% more deals.
Playbook & process
Turned chaos into clarity
Cleaned up 20 years of legacy docs into one clear sales process, tailored per team (sales, channel, CS) and fully integrated in Salesforce.
Upmarket strategy
Made enterprise shift real
Built the playbook for the move from mid-market to enterprise and coached the sales team daily for a month until the new motion stuck.
GTM from scratch
Zero to first deals
Built the full GTM after a fundraise: positioning, strategy, sales process. First deals closed in 30 days.
Discover the programs
Because knowing what to do isn’t
the same as doing it
We turn knowledge into results.
Pimp My Playbook
9 weeks to turn your old sales playbook into your sales team’s favorite tool
- Faster adoption by sales reps
- Consistent messaging across calls & emails
On demand Enablement
Senior sales enablement on tap, exactly when and where your team needs it
- Expert enablement without a full-time hire
- Move fast on launches, ramps, and one-off fixes
Should you hire a Sales Enablement Manager?
Probably, yes. But hiring one takes months, and your team keeps guessing while the seat is empty.
While you search for the right one
Good enablement managers are rare and slow to find. I build the playbook, the onboarding and the coaching cadence now, so your future hire walks into a working system instead of a blank page.
Before you commit to a permanent hire
Not sure the workload justifies a permanent hire? You get the full system without the commitment. And if the answer turns out to be yes, you’ll know it from evidence, not from a guess.
Fractional means the work starts now. The hire can come later.
Testimonials
They recommend SellCrafter
Real teams. Real numbers. Real playbooks their reps actually open.
“Carla helped us identify our blockers, review our full strategy, launch a second platform, and start signing customers consistently. Even though our solution is highly technical, she instantly understood where the real problems were and what was holding us back”
“Carla helped us structure our go-to-market for a new solution, turn our vision into an action plan, and adapt quickly to early market feedback. She brings great experience and creativity to our campaigns. She’s a trusted partner for our GTM execution”
Alan McNab
CEO, Kaptea
“Carla helped us go from having a different process for every new sale to a clear sales playbook, identify what was preventing us from closing some deals. She also helped us build a successful and repeatable approach with our partners”
Michel Monereau
CEO, Qontrol
12+
Playbooks shipped
< 5 wks
Average AE ramp time
< 3 wks
Average CSMs ramp time
100%
Customers satisfied
Blog
Sales Enablement Blog
Explore proven tactics and no-fluff strategies to transform knowledge into results, straight from our latest blog posts.
Coaching Jul 8
How to Run Sales Coaching That Sticks (2026)
Most sales coaching passes on information and changes nothing. Here's the method a leader uses to run it on one skill at a time and check that it actually stuck.
Read post Playbooks Jul 8
How to build a sales playbook (and keep it alive)
Most sales playbooks are fifty pages nobody opens. Here's how a leader builds one lean enough to use on day one, and keeps it fed by what happens on real calls.
Read post Objection Handling Jul 8
Objection Handling: How to Rebuild your Playbook section (2026)
Most objection handling sections train reps to lose deals. Here's how a leader rebuilds that section into a standard the whole team runs, and how to inspect that they do.
Read postFrequently asked questions
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What kind of training does SellCrafter offer for SaaS teams?
Our training programs are fun, interactive, and directly applied to your current pipeline. They include daily micro-learning to reinforce habits and ensure long-term success. -
How can SellCrafter help improve our sales process?
We co-create tailored sales playbooks with your team, ensuring they are practical and effective. Our programs focus on the 20% of habits that drive 80% of results, making your sales process clear and repeatable. -
Does SellCrafter provide tools to support our sales enablement efforts?
Yes, we offer an integrated application for tracking and analyzing sales calls, along with templates and frameworks to structure your sales process effectively. -
What is a sales playbook, and why does my SaaS team need one?
A sales playbook is a structured guide that outlines your sales process, strategies, and best practices. For SaaS teams, it ensures consistency, improves close rates, and reduces sales cycle times. -
Can I get a free consultation to review my sales process?
Absolutely! Book a free consultation with us to review your sales process, get actionable suggestions, and explore programs tailored to your SaaS team.
No questions match your search.
Ready to fix your
playbook?
Book a free call to uncover where your sales process breaks and how to fix it.