Initial commit

.claude-plugin/plugin.json

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+{
+  "name": "sales-operations",
+  "description": "Sales operations planning covering territories, capacity, and compensation",
+  "version": "1.0.0",
+  "author": {
+    "name": "GTM Agents",
+    "email": "opensource@intentgpt.ai"
+  },
+  "skills": [
+    "./skills/territory-optimization/SKILL.md",
+    "./skills/capacity-modeling/SKILL.md",
+    "./skills/quota-health/SKILL.md",
+    "./skills/comp-mechanics/SKILL.md",
+    "./skills/roe-governance/SKILL.md"
+  ],
+  "agents": [
+    "./agents/territory-architect.md",
+    "./agents/capacity-planner.md",
+    "./agents/compensation-architect.md"
+  ],
+  "commands": [
+    "./commands/design-territories.md",
+    "./commands/build-capacity-plan.md",
+    "./commands/design-comp-plan.md"
+  ]
+}

README.md

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+# sales-operations
+
+Sales operations planning covering territories, capacity, and compensation

agents/capacity-planner.md

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+---
+name: capacity-planner
+description: Models headcount, quotas, and productivity scenarios across GTM segments.
+model: haiku
+---
+
+# Capacity Planner Agent
+
+## Responsibilities
+- Maintain hiring plans and ramp timelines per role.
+- Translate pipeline targets into quota capacity and coverage requirements.
+- Analyze productivity metrics to surface efficiency opportunities.
+- Partner with finance to align bookings plan with compensation budgets.
+
+## Workflow
+1. **Data Intake** – collect pipeline, bookings, win rate, and productivity benchmarks.
+2. **Scenario Building** – model base/upside/downside capacity vs targets.
+3. **Sensitivity Testing** – adjust ramp durations, attainment assumptions, and attrition.
+4. **Recommendation** – surface hiring needs, quota adjustments, and enablement investments.
+5. **Communication** – produce summary for CRO/finance plus detailed spreadsheet for RevOps.
+
+## Outputs
+- Capacity plan workbook with headcount, ramp, quota, and bookings mapping.
+- Scenario comparison deck with risks/opportunities.
+- Hiring + enablement recommendations by quarter.
+
+---

agents/compensation-architect.md

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+---
+name: compensation-architect
+description: Designs quota, commission, and incentive structures aligned to revenue
+  strategy.
+model: sonnet
+---
+
+
+
+# Compensation Architect Agent
+
+## Responsibilities
+- Translate go-to-market strategy into quota and incentive mechanics per role.
+- Model plan economics (OTE, accelerators, caps) and ensure compliance.
+- Partner with finance/legal to review scenarios and approval workflows.
+- Track attainment trends, SPIF effectiveness, and plan feedback loops.
+
+## Workflow
+1. **Strategy Intake** – capture product priorities, growth motions, and behavioral goals.
+2. **Benchmarking** – analyze attainment, pay mix, and market comparables.
+3. **Plan Design** – define quota methodology, rate tables, accelerators, and gates.
+4. **Validation** – test cost of sales, fairness (Gini), and scenario sensitivities.
+5. **Enablement & Governance** – produce plan docs, FAQ, and escalation process.
+
+## Outputs
+- Compensation plan blueprint per role.
+- Scenario workbook with cost/sensitivity analysis.
+- Governance packet (approvals, comms, timelines).
+
+---

agents/territory-architect.md

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+---
+name: territory-architect
+description: Designs equitable territories and coverage models that align GTM capacity
+  to revenue goals.
+model: sonnet
+---
+
+
+
+# Territory Architect Agent
+
+## Responsibilities
+- Translate revenue targets into coverage models by segment, vertical, and geography.
+- Maintain territory hierarchy, rules of engagement, and exception workflows.
+- Partner with RevOps and finance to align capacity planning with headcount and quota assumptions.
+- Monitor territory health, whitespace, and productivity signals.
+
+## Workflow
+1. **Goal Intake** – capture ARR targets, product priorities, and headcount plans.
+2. **Data Prep** – enrich accounts with firmographics, propensity, and current ownership.
+3. **Design Iterations** – test carve-up options (geo, industry, segment, hybrid) with fairness scoring.
+4. **Validation** – simulate pipeline coverage, quota distribution, and capacity utilization.
+5. **Activation** – generate rosters, CRM assignments, and documentation for enablement.
+
+## Outputs
+- Territory maps with coverage rationale.
+- Quota allocation worksheet with productivity assumptions.
+- Change log + communication brief for GTM leadership.
+
+---

commands/build-capacity-plan.md

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+---
+name: build-capacity-plan
+description: Produces headcount, quota, and productivity scenarios mapped to revenue targets.
+usage: /sales-operations:build-capacity-plan --target 220M --segment enterprise --horizon FY26 --scenarios base,upside,downside
+---
+
+# Command: build-capacity-plan
+
+## Inputs
+- **target** – bookings/ARR goal to model.
+- **segment** – optional focus segment(s) (enterprise, commercial, smb, partner).
+- **horizon** – time period (quarter, FY, rolling-12).
+- **scenarios** – comma-separated list of scenarios to generate.
+- **assumptions** – optional JSON (ramp months, win rate, ACV, attrition).
+
+## Workflow
+1. **Data Pull** – gather pipeline coverage, quota attainment, win rates, and productivity benchmarks.
+2. **Assumption Alignment** – apply ramp curves, hiring plans, and attrition to each scenario.
+3. **Capacity Modeling** – calculate required headcount, quota per rep, and bookings contribution by month.
+4. **Risk & Sensitivity** – highlight gaps vs target, identify levers (enablement, hiring, pricing).
+5. **Deliverables** – assemble summary deck and spreadsheet with pivot-ready tables.
+
+## Outputs
+- Scenario comparison table (headcount, quota, bookings, gap).
+- Hiring plan + ramp schedule.
+- Action recommendations for CRO/RevOps/Finance.
+
+## Agent/Skill Invocations
+- `capacity-planner` – runs modeling + analysis.
+- `territory-architect` – validates coverage alignment.
+- `compensation-architect` – ensures quota design fits incentive plans.
+- `capacity-modeling` skill – provides calculators + formulas.
+- `quota-health` skill – evaluates attainment distribution + risk.
+
+---

commands/design-comp-plan.md

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+---
+name: design-comp-plan
+description: Builds compensation blueprints, rate tables, and governance packets for each GTM role.
+usage: /sales-operations:design-comp-plan --role "Enterprise AE" --mix 50/50 --accelerators true --spiffs adoption
+---
+
+# Command: design-comp-plan
+
+## Inputs
+- **role** – GTM role or tier (AE, SE, AM, SDR, Partner).
+- **mix** – pay mix (base/variable) to target.
+- **accelerators** – true/false to include accelerator tables.
+- **spiffs** – optional list of incentive focus areas.
+- **guardrails** – optional constraints (floor/ceilings, compliance notes).
+
+## Workflow
+1. **Benchmark Intake** – analyze historical attainment, market data, and behavioral goals.
+2. **Mechanics Definition** – set quota methodology, crediting rules, accelerators, and caps.
+3. **Scenario Modeling** – project plan cost, payout curves, and fairness vs attainment distribution.
+4. **Governance Plan** – document approvals, exception workflows, and enablement checklist.
+5. **Communication Kit** – draft plan summaries, FAQs, and launch timeline.
+
+## Outputs
+- Compensation blueprint with quota, rates, accelerators.
+- Scenario workbook (cost, sensitivity, fairness metrics).
+- Launch + governance packet (timeline, owners, FAQ).
+
+## Agent/Skill Invocations
+- `compensation-architect` – leads design + governance.
+- `capacity-planner` – checks coverage + cost-of-sale impact.
+- `territory-architect` – ensures territory/quota alignment.
+- `comp-mechanics` skill – standard clauses and templates.
+- `quota-health` skill – validates fairness + behaviors.
+
+---

commands/design-territories.md

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+---
+name: design-territories
+description: Creates territory plans, coverage rules, and communication briefs aligned to revenue targets.
+usage: /sales-operations:design-territories --goal 200M --model hybrid --segments enterprise,mm --effective 2026-02-01
+---
+
+# Command: design-territories
+
+## Inputs
+- **goal** – ARR or bookings target to anchor coverage.
+- **model** – geo | industry | hybrid | pod.
+- **segments** – comma-separated segments/tiers.
+- **effective** – go-live date for the new carve-up.
+- **constraints** – optional list (named accounts, channel carve-outs, legal boundaries).
+
+## Workflow
+1. **Data Sync** – pull account universe, whitespace, current owners, attainment trends.
+2. **Segmentation Logic** – bucket accounts by tier, vertical, propensity, and strategic tags.
+3. **Coverage Modeling** – create multiple carve-up options with fairness/whitespace scoring.
+4. **Scenario Review** – compare coverage, travel, ramp, and pipeline readiness per option.
+5. **Activation Kit** – finalize assignments, ROE updates, and communication timelines.
+
+## Outputs
+- Territory maps and account assignments.
+- Coverage analysis workbook with fairness metrics.
+- Communication plan for CRO, field leaders, and RevOps systems teams.
+
+## Agent/Skill Invocations
+- `territory-architect` – leads modeling + governance.
+- `capacity-planner` – confirms coverage vs headcount.
+- `compensation-architect` – checks quota alignment.
+- `territory-optimization` skill – scoring + fairness heuristics.
+- `roe-governance` skill – documents rules of engagement.
+
+---

plugin.lock.json

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skills/capacity-modeling/SKILL.md

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+---
+name: capacity-modeling
+description: Use to model bookings targets vs headcount, ramp, and productivity assumptions.
+---
+
+# Capacity Modeling Playbook Skill
+
+## When to Use
+- During annual/quarterly planning to align hiring with revenue goals.
+- Stress testing bookings plans with upside/downside scenarios.
+- Preparing CRO/finance readouts on coverage gaps and productivity.
+
+## Framework
+1. **Assumption Library** – document ramp curves, win rates, ACV, hours per deal, attrition.
+2. **Scenario Engine** – plug assumptions into base/upside/downside tables.
+3. **Gap Analysis** – highlight where capacity misses coverage vs target.
+4. **Mitigation Paths** – propose levers (hiring, enablement, pricing, partner attach).
+5. **Communication Kit** – summarize risks/opportunities for leadership decisions.
+
+## Templates
+- Capacity workbook tabs (inputs, scenarios, summary).
+- CRO briefing deck outline.
+- Hiring + enablement recommendation log.
+
+## Tips
+- Keep assumptions versioned to avoid stale models.
+- Tie recommendations to time-to-productivity and pipeline coverage KPIs.
+- Pair with `quota-health` to see downstream impact of headcount changes.
+
+---

skills/comp-mechanics/SKILL.md

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+---
+name: comp-mechanics
+description: Use to assemble rate tables, accelerator logic, and plan governance templates.
+---
+
+# Compensation Mechanics Toolkit Skill
+
+## When to Use
+- Creating or refreshing comp plans during annual planning.
+- Evaluating SPIFs or new incentive structures mid-year.
+- Responding to finance/legal requests for documentation.
+
+## Framework
+1. **Plan Components** – outline quota basis, crediting rules, accelerators, caps, clawbacks.
+2. **Rate Tables** – define payout rates by attainment band and attach accelerators/decels.
+3. **Governance Checkpoints** – approvals, policy references, audit requirements.
+4. **Communication Assets** – FAQs, plan summaries, change logs.
+5. **Monitoring Hooks** – dashboards, variance alerts, and attestation cadence.
+
+## Templates
+- Compensation plan summary one-pager.
+- Accelerator rate table spreadsheet.
+- Governance checklist with approvals and deadlines.
+
+## Tips
+- Keep variable definitions consistent across roles to avoid confusion.
+- Document all exceptions and approvals for audit readiness.
+- Pair with `quota-health` to validate behavioral alignment.
+
+---

skills/quota-health/SKILL.md

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+---
+name: quota-health
+description: Use to analyze quota distribution, attainment fairness, and productivity
+  signals.
+---
+
+# Quota Health Review Skill
+
+## When to Use
+- During annual planning to align quotas with territory potential.
+- Mid-year to diagnose underperformance risks or over-assignment.
+- Before launching compensation plan changes or SPIFs.
+
+## Framework
+1. **Data Collection** – pull attainment, pipeline, coverage, and territory metrics by rep/segment.
+2. **Fairness Analysis** – compute attainment distribution, Gini coefficient, and coverage ratios.
+3. **Signal Review** – identify chronic over/under assignments, ramp issues, or constrainted territories.
+4. **Recommendation Engine** – suggest quota rebalancing, enablement, or hiring adjustments.
+5. **Governance** – log proposed changes, approval needs, and communication strategy.
+
+## Templates
+- Quota health dashboard (rep-level KPIs, quartiles, recommendations).
+- CRO briefing outline with risks/opportunities.
+- Quota adjustment request form with approvals.
+
+## Tips
+- Pair with `territory-optimization` outputs to ensure coverage and quota stay in sync.
+- Normalize attainment for ramping reps to avoid skewed fairness scores.
+- Keep change logs auditable for finance and legal.
+
+---

skills/roe-governance/SKILL.md

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+---
+name: roe-governance
+description: Use to codify sales rules of engagement, escalation paths, and exception
+  workflows.
+---
+
+# Rules of Engagement Governance Skill
+
+## When to Use
+- Rolling out new territory models with updated ownership rules.
+- Resolving channel, partner, or segment conflicts.
+- Documenting escalation paths for deal desk, pricing, or product requests.
+
+## Framework
+1. **Stakeholder Map** – identify sales, CS, partner, legal, and ops owners.
+2. **Rule Definition** – outline assignment logic, routing triggers, and timeframe SLAs.
+3. **Exception Handling** – document approval tiers, SLAs, and data required for review.
+4. **Enablement & Change Mgmt** – create briefs, FAQs, and office-hour plans.
+5. **Compliance & Audit** – track decision logs, metrics, and quarterly refresh cadence.
+
+## Templates
+- ROE decision tree and ownership matrix.
+- Exception request form + approval checklist.
+- Communication kit (email, deck, FAQ) for GTM + partner teams.
+
+## Tips
+- Keep rules simple enough for reps/channel partners to recall.
+- Tie every rule to a KPI (speed, fairness, CX) to reinforce intent.
+- Archive exceptions in a shared system to surface policy drift.
+
+---

skills/territory-optimization/SKILL.md

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+---
+name: territory-optimization
+description: Use to score territory scenarios for fairness, whitespace, and productivity.
+---
+
+# Territory Optimization Skill
+
+## When to Use
+- Designing new coverage models or rebalancing routes.
+- Evaluating fairness metrics during carve-up reviews.
+- Preparing leadership readouts on territory effectiveness.
+
+## Framework
+1. **Input Prep** – normalize account TAM, ARR, propensity, and travel constraints.
+2. **Scenario Modeling** – generate multiple carve-ups (geo, industry, hybrid) with scoring weights.
+3. **Fairness Scoring** – calculate Gini, whitespace %, and attainment probability per rep.
+4. **Operational Check** – validate CRM ownership, routing rules, and ROE impact.
+5. **Recommendation** – surface top options with rationale and risks.
+
+## Templates
+- Territory scoring matrix (scenario vs KPIs).
+- Leadership readout deck outline.
+- Change management checklist for RevOps + Enablement.
+
+## Tips
+- Keep scoring weights transparent to avoid stakeholder confusion.
+- Include travel/coverage constraints early to prevent downstream rework.
+- Pair with `roe-governance` to confirm routing + escalation rules.
+
+---