From 68b14ca5a2d460b58274a25b52f271e771cc0aac Mon Sep 17 00:00:00 2001 From: Zhongwei Li Date: Sat, 29 Nov 2025 18:31:47 +0800 Subject: [PATCH] Initial commit --- .claude-plugin/plugin.json | 24 +++++++++ README.md | 3 ++ agents/forecast-coach.md | 26 ++++++++++ agents/pipeline-analyst.md | 26 ++++++++++ agents/pipeline-director.md | 27 ++++++++++ commands/audit-pipeline.md | 34 +++++++++++++ commands/enablement-kit.md | 34 +++++++++++++ commands/forecast-coverage.md | 34 +++++++++++++ plugin.lock.json | 77 +++++++++++++++++++++++++++++ skills/crm-hygiene/SKILL.md | 31 ++++++++++++ skills/deal-review/SKILL.md | 31 ++++++++++++ skills/forecast-discipline/SKILL.md | 64 ++++++++++++++++++++++++ 12 files changed, 411 insertions(+) create mode 100644 .claude-plugin/plugin.json create mode 100644 README.md create mode 100644 agents/forecast-coach.md create mode 100644 agents/pipeline-analyst.md create mode 100644 agents/pipeline-director.md create mode 100644 commands/audit-pipeline.md create mode 100644 commands/enablement-kit.md create mode 100644 commands/forecast-coverage.md create mode 100644 plugin.lock.json create mode 100644 skills/crm-hygiene/SKILL.md create mode 100644 skills/deal-review/SKILL.md create mode 100644 skills/forecast-discipline/SKILL.md diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..350030f --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,24 @@ +{ + "name": "sales-pipeline", + "description": "Pipeline management toolkit covering audits, coverage modeling, and enablement", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/crm-hygiene/SKILL.md", + "./skills/forecast-discipline/SKILL.md", + "./skills/deal-review/SKILL.md" + ], + "agents": [ + "./agents/pipeline-director.md", + "./agents/pipeline-analyst.md", + "./agents/forecast-coach.md" + ], + "commands": [ + "./commands/audit-pipeline.md", + "./commands/forecast-coverage.md", + "./commands/enablement-kit.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..570544c --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# sales-pipeline + +Pipeline management toolkit covering audits, coverage modeling, and enablement diff --git a/agents/forecast-coach.md b/agents/forecast-coach.md new file mode 100644 index 0000000..9dbe933 --- /dev/null +++ b/agents/forecast-coach.md @@ -0,0 +1,26 @@ +--- +name: forecast-coach +description: Guides managers and reps through inspection cadences, deal reviews, and commit accuracy. +model: sonnet +--- + +# Forecast Coach Agent + +## Responsibilities +- Facilitate weekly forecast calls with structured agendas and inspection questions. +- Coach managers on pipeline grading, commit criteria, and escalation paths. +- Provide templates for deal reviews, mutual action plans, and executive escalations. + +## Workflow +1. **Preparation** – pull pipeline snapshots, highlight gaps vs targets, pre-read risks. +2. **Inspection** – run stage-by-stage reviews, challenge assumptions, and confirm next steps. +3. **Coaching** – deliver actionable feedback on methodology adherence (MEDDIC, Command of the Message, etc.). +4. **Follow-through** – assign actions, set deadlines, and document updates in CRM. +5. **Retrospectives** – analyze forecast accuracy after each period; adjust cadences accordingly. + +## Outputs +- Forecast call agenda + inspection scripts. +- Deal review notes with action items. +- Accuracy retros with recommendations for process/talent improvements. + +--- diff --git a/agents/pipeline-analyst.md b/agents/pipeline-analyst.md new file mode 100644 index 0000000..4baaa38 --- /dev/null +++ b/agents/pipeline-analyst.md @@ -0,0 +1,26 @@ +--- +name: pipeline-analyst +description: Builds diagnostics on funnel conversion, stage velocity, and forecast accuracy. +model: haiku +--- + +# Pipeline Analyst Agent + +## Responsibilities +- Maintain dashboards for stage conversion, deal velocity, and coverage ratios. +- Benchmark reps, segments, and products against historical performance. +- Surface data-driven recommendations for enablement, marketing alignment, and resourcing. + +## Workflow +1. **Data Prep** – pull CRM, BI warehouse, and forecasting snapshots; clean for duplicates and stale opps. +2. **Conversion Analysis** – calculate entry/exit rates per stage, detect leaks, and highlight anomalies. +3. **Velocity Review** – measure days-in-stage vs targets; flag aging deals. +4. **Forecast Accuracy** – compare commit/best case vs actual, note variance drivers. +5. **Insight Delivery** – package findings with prioritized actions per region or team. + +## Outputs +- Conversion + velocity dashboards with trend commentary. +- Forecast variance memo with root-cause analysis. +- Prioritized recommendations for pipeline-director + frontline managers. + +--- diff --git a/agents/pipeline-director.md b/agents/pipeline-director.md new file mode 100644 index 0000000..883fcaa --- /dev/null +++ b/agents/pipeline-director.md @@ -0,0 +1,27 @@ +--- +name: pipeline-director +description: Owns forecast coverage, stage hygiene, and cross-functional alignment for the sales pipeline. +model: sonnet +--- + +# Pipeline Director Agent + +## Responsibilities +- Translate company targets into pipeline coverage requirements by segment, product, and region. +- Monitor hygiene signals (stage aging, win probability, next steps) and escalate risks. +- Partner with RevOps, marketing, and finance to align sourcing, attribution, and forecast narratives. +- Coach managers on inspection cadences, deal reviews, and remediation plans. + +## Workflow +1. **Coverage Review** – analyze bookings goals vs current pipeline, highlight gaps by stage and owner. +2. **Health Inspection** – inspect deal metadata (next steps, buying committee, MEDDIC fields) and flag poor hygiene. +3. **Risk & Opportunity Mapping** – identify deals slipping, expansion opportunities, and stage conversion bottlenecks. +4. **Action Planning** – collaborate with managers to assign remediation actions, enablement, or executive involvement. +5. **Reporting** – publish weekly pipeline narratives for leadership + board visibility. + +## Outputs +- Pipeline coverage dashboards with targets vs actuals. +- Risk + opportunity playbooks per region/segment. +- Executive updates summarizing trends, actions, and asks. + +--- diff --git a/commands/audit-pipeline.md b/commands/audit-pipeline.md new file mode 100644 index 0000000..866eb0b --- /dev/null +++ b/commands/audit-pipeline.md @@ -0,0 +1,34 @@ +--- +name: audit-pipeline +description: Inspects stage coverage, hygiene, and forecast alignment to produce recommended actions. +usage: /sales-pipeline:audit-pipeline --segment enterprise --period Q1 --detail full +--- + +# Command: audit-pipeline + +## Inputs +- **segment** – optional filter (enterprise, midmarket, smb) to focus the audit. +- **period** – current quarter/month to evaluate. +- **detail** – summary | full to control output depth. +- **owners** – optional rep/manager list to spotlight. +- **include-forecast** – true/false to add commit/best-case analysis. + +## Workflow +1. **Data Sync** – pull CRM data (opps, stages, owners), forecasting snapshots, and coverage targets. +2. **Hygiene Checks** – validate next steps, stage aging, close dates, and probability alignment. +3. **Coverage & Risk** – compare pipeline to targets, highlight gaps and at-risk commits. +4. **Recommendation Engine** – map issues to actions (enablement, marketing support, exec attention). +5. **Reporting** – package results into a digest with owners, deadlines, and metrics. + +## Outputs +- Stage-by-stage health report with key metrics. +- Risk + opportunity list with recommended action owners. +- Forecast variance summary if `include-forecast=true`. + +## Agent/Skill Invocations +- `pipeline-director` – provides coverage targets + governance. +- `pipeline-analyst` – executes diagnostics and variance analysis. +- `forecast-coach` – recommends inspection cadences and enablement. +- `pipeline-ops` skill – ensures CRM hygiene standards are applied. + +--- diff --git a/commands/enablement-kit.md b/commands/enablement-kit.md new file mode 100644 index 0000000..d4bffc2 --- /dev/null +++ b/commands/enablement-kit.md @@ -0,0 +1,34 @@ +--- +name: enablement-kit +description: Generates pipeline inspection agendas, coaching scripts, and follow-up plans for frontline managers. +usage: /sales-pipeline:enablement-kit --team "Enterprise West" --focus "stage hygiene" --duration 30 +--- + +# Command: enablement-kit + +## Inputs +- **team** – manager or region name to tailor materials. +- **focus** – theme (stage hygiene, forecast accuracy, deal strategy, discovery). +- **duration** – length of sessions (minutes) to shape agendas. +- **include-assets** – true/false to attach template decks + worksheets. +- **cadence** – single-session | ongoing to indicate follow-up plan. + +## Workflow +1. **Need Assessment** – review recent audit findings for the specified team/focus. +2. **Agenda Builder** – craft inspection agenda with time splits, questions, and role assignments. +3. **Coaching Scripts** – produce talk tracks, objection handling prompts, and scorecards. +4. **Follow-up Tracker** – generate template for action items, owners, and due dates. +5. **Asset Pack** – attach slides, worksheets, and sample dashboards when requested. + +## Outputs +- Enablement agenda with objectives, topics, and timing. +- Coaching script cheat sheet plus inspection scorecard. +- Follow-up tracker template referencing CRM fields. + +## Agent/Skill Invocations +- `forecast-coach` – provides coaching best practices + prompts. +- `pipeline-director` – aligns agenda with governance expectations. +- `pipeline-ops` skill – ensures fields/tasks referenced exist in CRM. +- `deal-review` skill – supplies template questions for opportunity deep dives. + +--- diff --git a/commands/forecast-coverage.md b/commands/forecast-coverage.md new file mode 100644 index 0000000..bc8cff1 --- /dev/null +++ b/commands/forecast-coverage.md @@ -0,0 +1,34 @@ +--- +name: forecast-coverage +description: Calculates required pipeline coverage vs targets and highlights gaps by segment. +usage: /sales-pipeline:forecast-coverage --goal 5000000 --segment enterprise --period Q1 +--- + +# Command: forecast-coverage + +## Inputs +- **goal** – bookings target for the selected period (number). +- **segment** – optional segment/product/region filter. +- **period** – fiscal period label (Q1, H2, Month-1). +- **confidence** – default 3x coverage multiplier (override as needed). +- **include-scenarios** – true/false to add upside/downside modeling. + +## Workflow +1. **Target Alignment** – pull quota data (goal, attainment to date, remaining gap). +2. **Pipeline Snapshot** – aggregate open opportunities by stage, ARR, and probability. +3. **Coverage Modeling** – calculate pipeline/goal ratios under base, stretch, conservative assumptions. +4. **Gap Analysis** – identify teams/segments below threshold and quantify required net-new pipeline. +5. **Recommendations** – map gaps to GTM plays (marketing campaigns, partner sourcing, AE blitz). + +## Outputs +- Coverage dashboard with ratios per team/segment. +- Gap table listing required additional pipeline by stage. +- Scenario summary showing best/base/worst coverage outcomes. + +## Agent/Skill Invocations +- `pipeline-director` – supplies targets + coverage thresholds. +- `pipeline-analyst` – runs modeling + scenarios. +- `forecast-coach` – drives action plans with frontline leaders. +- `forecast-discipline` skill – enforces consistent coverage methodology. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..beb3e4b --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,77 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + 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Framework +1. **Stage Definitions** – document entry/exit criteria and mandatory fields for each stage. +2. **Data Completeness** – ensure next steps, close dates, contacts, and products are filled. +3. **Aging Thresholds** – define acceptable days-in-stage and automatic escalation triggers. +4. **Exception Handling** – outline how to request overrides or re-open closed deals. +5. **Monitoring** – schedule hygiene dashboards + alerts for missing data. + +## Templates +- Stage checklist (fields + approvers per stage). +- Hygiene scorecard for reps/managers. +- Escalation request form for data overrides. + +## Tips +- Automate reminders for missing next steps or overdue close dates. +- Pair with forecasting enablement to keep assumptions grounded. +- Share hygiene scores transparently to drive accountability. + +--- diff --git a/skills/deal-review/SKILL.md b/skills/deal-review/SKILL.md new file mode 100644 index 0000000..6d223bb --- /dev/null +++ b/skills/deal-review/SKILL.md @@ -0,0 +1,31 @@ +--- +name: deal-review +description: Use to run structured opportunity inspections that align pipeline data + with buyer reality. +--- + +# Deal Review Framework Skill + +## When to Use +- Preparing for forecast calls or executive deal reviews. +- Coaching reps on qualification, mutual action plans, or competitive positioning. +- Validating whether key deals deserve exec/CS/partner resources. + +## Framework +1. **Qualification Pulse** – confirm MEDDIC/BANT elements, economic buyer access, and champion strength. +2. **Stakeholder Map** – document buying committee roles, influencers, and gaps. +3. **Mutual Action Plan** – outline critical path milestones, owners, and risk mitigations. +4. **Competitive/Value Story** – identify differentiators, landmines, and proof required. +5. **Next Actions** – lock committed next steps, deadlines, and owners directly in CRM. + +## Templates +- Deal review worksheet (qualification, risks, next steps). +- Mutual action plan table with milestones and RACI. +- Competitive battlecard snippet for in-call reference. + +## Tips +- Capture notes directly in CRM to keep pipeline data aligned with conversations. +- Invite cross-functional partners (SE, CS, exec sponsor) when blockers require their involvement. +- Pair with `forecast-discipline` to ensure inspection outcomes feed into commit grading. + +--- diff --git a/skills/forecast-discipline/SKILL.md b/skills/forecast-discipline/SKILL.md new file mode 100644 index 0000000..f09cab0 --- /dev/null +++ b/skills/forecast-discipline/SKILL.md @@ -0,0 +1,64 @@ +--- +name: forecast-discipline +description: Use to drive consistent forecast methodology, grading, and inspection + cadences. +--- + +# Forecast Discipline Guide Skill + +## When to Use +- Running weekly/monthly forecast calls. +- Coaching managers on commit/best case criteria. +- Aligning go-to-market teams on inspection processes. + +## Framework +1. **Forecast Tiers** – define commit, best case, pipeline, upside with clear exit criteria. +2. **Grading Rubric** – outline inspection questions and data required for each tier. +3. **Cadence** – schedule prep steps, live inspections, and follow-up check-ins. +4. **Accountability** – log actions, approvals, and exceptions tied to each commit change. +5. **Continuous Improvement** – review accuracy vs actuals, adjust rubric/cadence quarterly. + +## Templates +- Forecast call agenda + checklist. +- Commit change request form. +- Accuracy retro template with action items. +- **GTM Agents Inspection Worksheet** – standardized questions (deal health, decision process, paper process, risk plan) @puerto/README.md#244-271. +- **KPI Guardrail Sheet** – pipeline coverage, conversion %, slip rate with alert thresholds. +- **Escalation Memo Template** – summary for Chief Strategy Officer when forecast misses guardrails. + +## Tips +- Keep commit changes transparent and documented. +- Incorporate MEDDIC/BANT prompts into inspection scripts. +- Pair with CRM hygiene dashboards to ensure data supports forecast claims. +- Mirror GTM Agents cadence: Monday management prep, Tuesday deal desk sync, Thursday exec forecast call. +- Require written rationale for any commit movement >5% week over week. +- If guardrail breached twice in a quarter, trigger RevOps remediation sprint (see lifecycle rip-cord procedures). + +## GTM Agents Forecast Governance Overlay +1. **Call Structure** + - Start with KPI guardrail review (coverage, wins, slip rate) vs GTM Agents thresholds. + - Run tiered inspection (commit → best case → upside) with standard worksheet. + - Assign owners for each risk + resolution plan. +2. **Cadence & Artifacts** + - Weekly: manager inspections + Sales Director roll-up. + - Bi-weekly: cross-functional sync with Marketing Director + Customer Success Manager for pipeline risks. + - Monthly: accuracy retro + adjustments to rubric. +3. **Escalation** + - Trigger CSO briefing when coverage <3.5x or commit accuracy slips below 85%. + - Provide summary memo using Escalation Template. + +## KPI Guardrails (GTM Agents Reference) +- Pipeline coverage ≥4x for new logo, ≥3x for expansion. +- Commit accuracy ≥90% in-quarter; warn at 85%. +- Slip rate ≤10% QoQ; immediate review if >15%. +- Stage hygiene: 95% of commit deals must have next steps + mutual action plan logged. + +## Inspection Questions (Excerpt) +1. What changed since last call? (Deal, champion, procurement, competition) +2. Do we have verifiable next steps and dates? Who owns them? +3. What negative signals exist? (product gaps, budget freeze, legal hurdles) +4. How will this impact coverage if it slips—what backfill exists? + +Use these prompts in every inspection to match GTM Agents Sales Director rigor. + +---