commit 5b51c0c4fbc837c34d231d8b391e85802c3a29c5 Author: Zhongwei Li Date: Sat Nov 29 18:31:45 2025 +0800 Initial commit diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..325c3a0 --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,26 @@ +{ + "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" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..9363f2c --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# sales-operations + +Sales operations planning covering territories, capacity, and compensation diff --git a/agents/capacity-planner.md b/agents/capacity-planner.md new file mode 100644 index 0000000..6ac7169 --- /dev/null +++ b/agents/capacity-planner.md @@ -0,0 +1,27 @@ +--- +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. + +--- diff --git a/agents/compensation-architect.md b/agents/compensation-architect.md new file mode 100644 index 0000000..33d911a --- /dev/null +++ b/agents/compensation-architect.md @@ -0,0 +1,30 @@ +--- +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). + +--- diff --git a/agents/territory-architect.md b/agents/territory-architect.md new file mode 100644 index 0000000..9163c59 --- /dev/null +++ b/agents/territory-architect.md @@ -0,0 +1,30 @@ +--- +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. + +--- diff --git a/commands/build-capacity-plan.md b/commands/build-capacity-plan.md new file mode 100644 index 0000000..0ee0257 --- /dev/null +++ b/commands/build-capacity-plan.md @@ -0,0 +1,35 @@ +--- +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. + +--- diff --git a/commands/design-comp-plan.md b/commands/design-comp-plan.md new file mode 100644 index 0000000..c9f9db7 --- /dev/null +++ b/commands/design-comp-plan.md @@ -0,0 +1,35 @@ +--- +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. + +--- diff --git a/commands/design-territories.md b/commands/design-territories.md new file mode 100644 index 0000000..9febfa1 --- /dev/null +++ b/commands/design-territories.md @@ -0,0 +1,35 @@ +--- +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. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..9b66e8a --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,85 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + "pluginId": 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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. + +--- diff --git a/skills/comp-mechanics/SKILL.md b/skills/comp-mechanics/SKILL.md new file mode 100644 index 0000000..95e7c65 --- /dev/null +++ b/skills/comp-mechanics/SKILL.md @@ -0,0 +1,30 @@ +--- +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. + +--- diff --git a/skills/quota-health/SKILL.md b/skills/quota-health/SKILL.md new file mode 100644 index 0000000..425d85a --- /dev/null +++ b/skills/quota-health/SKILL.md @@ -0,0 +1,31 @@ +--- +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. + +--- diff --git a/skills/roe-governance/SKILL.md b/skills/roe-governance/SKILL.md new file mode 100644 index 0000000..7a23ff0 --- /dev/null +++ b/skills/roe-governance/SKILL.md @@ -0,0 +1,31 @@ +--- +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. + +--- diff --git a/skills/territory-optimization/SKILL.md b/skills/territory-optimization/SKILL.md new file mode 100644 index 0000000..2af6f22 --- /dev/null +++ b/skills/territory-optimization/SKILL.md @@ -0,0 +1,30 @@ +--- +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. + +---