Agility Recovery Sales Playbook Integration Strategy

Overview

During the SOAR course guide review (2026-02-13), Gus Donelson clarified the intended relationship between the SOAR Facilitator Guide (FG) and Agility Recovery's SharePoint Sales Playbooks. The core principle: the FG should reference the playbooks as job aids, not duplicate or incorporate their content. The goal is to train new sales reps to navigate and rely on the playbooks independently after onboarding.

This article captures the integration strategy, the specific playbook areas that map to SOAR training modules, and the implementation guidance for the Facilitator Guide.

See also: ^[1] | ^[2]

Core Principle: Reference, Don't Duplicate

The Sales Playbooks live in SharePoint under a dedicated Sales Playbook folder within the Training section. The e-learning content and the playbooks draw from the same source material, so the content itself does not need to be reproduced in the FG. Instead, facilitator notes should point learners to the relevant playbook at the moment a corresponding topic is covered in training.

"The idea is that after you go through the Agility Way, I'm going to go, okay, cool — here are all your assets for that. We talked about the verticals. Here's where you go to look at having an actual job aid while you're learning and or have questions." — Gus Donelson

The long-term vision is that reps will not need to return to the participant guide or e-learning; the playbooks become their living reference.

Playbook Structure (In-Progress)

The Sales Playbook is still being built out. As of the meeting date, the planned table of contents includes:

Not all sections are complete. Gus is building them out incrementally.

FG Integration Points

When implementing facilitator notes in the SOAR FG, add a reference wherever a training module directly corresponds to a playbook section. Confirmed mapping examples from the review session:

• Verticals module → link to the Verticals playbook(s)
• Value Proposition / Core Value Messages → link to the Value Proposition playbook
• Discovery Questions → link to the Discovery Questions playbook (note: this section was built by Gus separately as part of the Agility Way)
• Elevator Speech → link to the Elevator Speech playbook

The facilitator note pattern should follow this logic: "We've covered [topic] in this module. As a job aid going forward, here is where you'll find this in the Sales Playbook: [link/location]."

Implementation Guidance for the Facilitator Guide

1. Do not copy playbook content into the FG. The FG should contain a pointer, not a reproduction.
2. Add facilitator notes at the lesson level, not just at the module level, so the reference appears at the moment of relevance.
3. Use SharePoint links where possible so the reference stays current as playbooks are updated.
4. Acknowledge incomplete playbooks. If a playbook section referenced in the FG is not yet published, note that it is forthcoming rather than omitting the reference entirely.

Related Decisions from the Same Review Session

• ^[3] — A live demo prompt for the ROI Calculator should be added to the FG wherever the calculator is first referenced.
• ^[4] — A facilitator caveat is needed where an objection-handling activity precedes the formal objection-handling module.
• ^[5] — The new Incident Response Jumpstart Retainer (Arctic Wolf partnership) should be noted in the FG; training occurs on Arctic Wolf's LMS, with an assessment assigned in Agility's LMS.

Action Items (as of 2026-02-13)

• [ ] Isalia Ramirez — Add facilitator notes to the SOAR FG linking relevant lessons to their corresponding Sales Playbook sections (Verticals, Value Prop, Discovery Questions, Elevator Speech at minimum). Send updated guides to Gus this weekend.
• [ ] Gus Donelson — Continue building out Sales Playbook sections in SharePoint; communicate to Isalia when new sections are published so FG references can be verified.