Why Endgame built templates

In nearly every customer meeting, we hear a similar frustration: teams invest heavily in sales methodology and enablement, but consistent execution remains elusive. It's a challenge that spans sales leadership, enablement teams, and revops. Despite sound methodologies, thorough training, and comprehensive documentation, something gets lost between the classroom and the customer call.

We've found that templates—done right—can bridge this gap, but not in the way you might think. This isn't about static document templates or rigid forms. It's about a fundamentally different approach to operationalizing sales process.

The gap between knowing and doing

Endgame revolutionized how reps get information. Ask anything—"What's the latest on the Acme deal?" "Who have we talked to at TechCorp?"—and get instant answers from all your connected systems (Salesforce, Gong, email, and more). It's transformative for day-to-day selling. This works because Endgame actually understands your business—your sales process, your products, your competitive landscape. (We wrote about this domain-specific approach here.)

But we learned something important: quick answers to one-off questions aren't enough. Some moments, such as enterprise discovery, competitive battles, and customer handoffs, demand consistent execution of proven process.

That's the challenge. Enablement consultants and sales leaders design frameworks that map out exactly how deals should progress, what questions uncover real pain, and how to position against competitors. These methodologies can genuinely transform how teams think about selling. But there's a persistent gap between knowing the process and living it in daily execution.

So we built templates—instantly accessible prompts that allow you to encode your best practices into a living system, from deal inspection to account planning to competitive positioning and more.

How templates bridge the gap

Here's what makes templates different from traditional process documentation:

🤷 Traditional approach: Here's the MEDDICC framework. Remember to use it. Check these systems. Update this spreadsheet.

🎯 Template approach: Run the MEDDICC deal analysis template. It automatically pulls current deal data from every connected system, identifies which criteria are covered right now, highlights gaps, and suggests specific next steps. The methodology is embedded in the workflow itself, working with the latest information.

Taking a look under the hood of the template, you can see that the rep doesn't have to remember MEDDICC. They run the template. The expertise is built into the execution.

But the real shift is that reps aren't just following a checklist anymore. They're using the process to think more strategically. When the template surfaces that you haven't identified an economic buyer, it's not just flagging a missing field—it's prompting the strategic thinking that makes deals successful. The methodology becomes a tool for better selling, its intended purpose, not just a box to check.

Operationalizing enablement for the entire revenue team

The most successful sales organizations have methodologies that get executed consistently across every role.

For reps, templates turn abstract frameworks into practical tools that actually help them sell better. For managers, they ensure consistent inspection and coaching opportunities. For enablement and operations teams, they enable continual application of training that constantly evolves. And for leadership, predictable process finally drives predictable results.

Templates bridge the gap between brilliant strategy and daily execution. They transform best practices from your enablement investments into actual practices across your team. And when they're powered by deep understanding of your specific business, they don't just document your process—they bring it to life.

If you’re already using Endgame, check out some guides we’ve written to help teams think about creating and using Templates. If you’re not, book a demo today!