Mock Posit Playbook

I had a fun idea for an exercise that would let me step into the shoes of the enablement and revenue teams at Posit right now….

I created a 12-page Posit playbook for AEs based on my research and best guesses on how sales and enablement are currently set up.

Posit AE Playbook Link - CLICK HERE

This could be given to AEs during onboarding, and as Posit grows, you could build out different versions by revenue functions and customer segments.

And if you’re curious why I’m the type of person who would make this unprompted, then you’re in the right place. Here’s a bit about me…..

Alex Granquist • Senior Sales Enablement Manager • Minneapolis

Designing enablement that helps sales navigate complexity, ask better questions, and sell smarter

Being a sales enabler who loves baseball, marathons, movies, and diving deep into what makes all their best parts tick, it kind of makes sense that I love doing the same for salespeople...

whether it’s the constant search of finding the moneyball success factors within our superstars…

training and coaching the next generation of rookies to treat their time selling like a marathon, not a sprint…

or helping leaders understand the messy numbers and trends from the prior week’s box office (or, sales activity) reports…

I bring the same disciplined, empathetic, and analytical mindset from my six years as an AE to enablement—helping reps grow into thoughtful, curious, and resilient teams that ask great questions and keep improving.

By the numbers.

I can’t help but chuckle (since I come from Sales) when my colleagues call me our team’s “data guru”

Because whenever I’m translating my insights from key data, I just focus on keeping things simple

So let’s start there, breaking down my years of experience in some key Enablement categories…

My journey to enablement.

Recruiting Roots → AE Promotion

Raised $20K+ as a Lead Caller at the University of Minnesota; promoted to Supervisor for strong coaching instincts
Introduced to R and RStudio during a Stats course—sparked interest in analytics and decision-making
Joined Signature Consultants post-grad; fast-tracked from Recruiter to Enterprise AE
Sold into our largest account: a major enterprise financial services company
(In another life, I’d be a sports statistician…)

Sales Excellence → Mentorship Impact

Spent 6 years as an AE, closing hundreds of deals and generating $700K+ GP in multiple years
3x Presidents Club; named AE of the Quarter for excellence in mentoring new AEs
Led our largest account: a major financial services firm
Favorite customer projects supported data science teams

Enablement from the Ground Up

Tapped by our COO to build and redesign enablement programs from scratch
Helped create our Enablement function post-acquisition—led onboarding and data-driven program design
Boosted first-year rep quota attainment from 19% to 54%; team scaled from 4 to 25
Even after recent promotion, craving more mission-driven, technical, and collaborative enablement work

Scouting Report & Action Plan Program

Problem

Despite majority of AEs exceeding expectations the first 6 months, Enablement struggled to help the bottom 25% AEs ramp up in year one

Task

Our CEO tasked Enablement with creating a new program that heavily leverages data, identifies why they’re struggling, and more directly partners with the AE and sales management to improve

Program Design

After heavy research, I noticed a few lesser-discussed AE activity trends, like efficiency in prospecting within their CRM
I partnered with our junior sales enablement analyst team to dive deep into currently relevant trends
I put everything in a custom made one-pager, making some data-driven suggestions for the AE
I met with the AE’s sales manager and we all came up with an AE action plan together for how they can better focus their prospecting efforts and execution
1-2 month check-ins with the sales manager and AE to check progress and see areas they still need Enablement’s help

Results

85% of the AEs who have received this program started to ramp up faster than the expected pace.
Sales manager and VPs slowly became more bought in over 9 months, and now today most of them are asking for more Scouting Reports, as we scale to support 60+ AEs in this program

And since I’m always creating unique assessment methods for the programs I create and the people I support….

I figured it’d be useful to be rate myself on my match for this opening, in a scorecard format that doesn’t put you to sleep!

and one last thing before you go…

you should know that I’ve been putting some serious time studying, practicing and learning….

a few key areas for this role I’m not quite an expert in (yet), like….

R & RStudio

I learned some R basics in college and a classmate showed me RStudio, but picking it up again after many years off has been a blast
For the sake of my own re-learning experience, and to better prepare how to train others on the software, I’ve started putting together some basic guides to get back in the groove

Software sales cycle stages vs services/solutions

I did a deep dive into how sales cycles differ between staffing and software, and I keep a whiteboard on my desk summarizing the key insights to remind myself every day
It started with a ‘Revenue Architecture’ course from Winning by Design and led to 100+ hours of research—books, podcasts, and conversations with tech sellers (including some at Posit’s partners/competitors like Databricks)
While stages like Prospecting and Closing are similar, I found key differences in Qualification, Discovery, and Post-Sales
I’ve focused on mastering those and started applying software sales enablement best practices in my current role, like building a Playbook

Python

One of my new years resolutions in 2025 was to learn Python, so I dove right in
The company ‘Mimo’ has made it super fun with bite-size learning and its Duolingo-style design