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AE onboarding: the brief-to-discovery handoff

The 14-day AE onboarding focused on the brief-to-discovery handoff. How to read a Mama brief, what to verify before the call, the 3 questions to ask the SDR before walking in, and the disco-prep checklist that travels with every meeting.

01The play

Summary
The 14-day AE onboarding focused on the brief-to-discovery handoff. How to read a Mama brief, what to verify before the call, the 3 questions to ask the SDR before walking in, and the disco-prep checklist that travels with every meeting.
Timing window
First 14 days of any new AE's tenure
Target persona
New AEs joining a signal-anchored sales motionSales managers running AE onboarding
Success metric
Day-14 disco-to-qualified conversion within 80% of team median.

02Expected outcome

Outcome: AEs onboarded on this plan reach quota 4-6 weeks faster than those onboarded ad-hoc.

Success metric: Day-14 disco-to-qualified conversion within 80% of team median.

03Anti-patterns · do not run this when

  • Do not skip the brief-reading drills — they're foundational
  • Do not let new AEs run discos without observation in week 1-2
  • Do not pair them with the worst SDR — pair with the best for modeling
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater

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