Sales enablement · Interactive case study

Case StudyInteractiveRelated experienceGlobal Sales Bootcamp Related frameworkCapability Architecture Related frameworkWorkflow Transformation

Architecting
Sales Readiness

From Onboarding to Workflow Execution

One connected architecture: prepare the seller, guide the work, and make readiness visible.

Explore the journey Enter the workflow

Learn

Build the foundation

Practice the work

Prove

Show readiness

Onboarding architecture developed for internal review · Workflow Navigator: conceptual portfolio prototype

The challenge

Tools and training often arrive separately from the work sellers need to do.

The approach

Connect a 90-day readiness journey to tasks, decisions, and evidence in the flow of work.

My role

Learning architecture, sales enablement strategy, workflow design, AI-assisted instructional design, and performance support.

01 / Readiness architecture

The 90-day journey

From foundational understanding to manager-reviewed field evidence.

PHASE 01 / AE

Prepare the Seller

Build knowledge, confidence, and role clarity.

Buyer priorities, value storytelling, and account ownership.

AI practice
Rehearse a first value story with AI-supported feedback.

Human coaching
Manager aligns role expectations and reviews the development plan.

Foundational knowledge assessment
Initial customer story
Verified tool access and navigation
Manager-reviewed development plan

Readiness checkpoints / proposed standards

Readiness is preparation. Workflow execution is where it becomes visible.

02 / Task-level performance

AE Workflow Navigator

Start with the seller’s objective—not the software. Connect actions, information, and evidence across seven stages.

Show Enablement Opportunities

Step 01 / Business objective

Identify and Research

Identify relevant accounts and decision-makers.

ZoomInfoLinkedIn Sales NavigatorSalesforce

Seller actions

Identify a target account
Research stakeholders
Evaluate account fit
Review ownership and relationship history

Information in

Target-account criteria and existing relationship history.

Evidence out

Prioritized account
Researched contacts
Prospecting context

Decision point

Does this account fit the target profile, and is it available to pursue?

Common friction: Incomplete research or conflicting account ownership.

Connected to onboarding

DAY 10

Understand the tool ecosystem

DAY 30

Complete a guided simulated prospecting workflow

DAY 60

Apply selected workflows with coaching

DAY 90

Produce manager-reviewable field-scenario evidence

Return to the readiness journey

From sketch to experience

See the learner experience, scene by scene

An original wireframe for role-routed tool onboarding: pick a role once, and the course routes practice and the final check.

01
Enter
02
Understand
03
Start
04
Connect
05
Practice
06
Extend
07
Support
08
Transfer

View the wireframe walkthrough

AI-assisted design / Human-led judgment

A design accelerator,
not the decision-maker.

The initial onboarding architecture was developed with Super ID, a custom instructional design agent I created using Glean. It supported methodology, performance diagnosis, curriculum architecture, measurement, accessibility, and design decisions.

Professional judgment shaped the structure and standards. Internal prompts, organizational knowledge, and confidential materials are not part of this portfolio.

Design deliverables

Proposed 90-day onboarding architecture
Phased curriculum and readiness framework
Role-specific enablement pathways
Workflow Navigator concept and interactive prototype
Evidence and reinforcement model

Status, not statistics

The onboarding journey and curriculum were developed for internal review. The navigator explores a proposed extension into workflow support. No deployment, adoption, revenue, ramp-time, or user-testing results are claimed.