Business phase
A founder-led capital firm in business finance and lending was adding sales reps and needed each new hire producing quickly rather than learning the role by trial and error.
The bottleneck
New reps ramped slowly, leaning on whoever was nearby to learn the pitch and the process because there were no shared SOPs, talk tracks, or validation checklists to work from.
The operating drag
Execution varied rep to rep. Without documented process and in-system guardrails, each person ran the workflow their own way, which slowed onboarding and made consistency hard to enforce.
What we saw
The ramp problem was a documentation and enablement gap, not a talent gap. The firm needed the role written down and the right behavior built into the system reps already use.
What we built
We built an enablement pack with scripts, process docs, and in-system Salesforce validations so reps work from shared SOPs and talk tracks, with the correct steps enforced inside the CRM.
Handoff
Handoff included the SOPs, talk tracks, and process docs themselves, along with a walkthrough so new reps and the team could run the enablement pack without us in the room.
The win
With scripts, process docs, and Salesforce validations in place, ramp time is targeted at three days or less and new reps reach consistent execution against a short ramp window.
What came next
The pack gives the firm a repeatable foundation it can reuse and extend as it hires, so each new rep starts from the same documented standard rather than from scratch.