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Sales and revenue operations playbook for founder-led sales, team building, enterprise deals, RevOps, ICP definition, buyer personas, and compensation design.
How this skill is triggered — by the user, by Claude, or both
Slash command
/gtm-skills:sales-and-revenue-operationsThe summary Claude sees in its skill listing — used to decide when to auto-load this skill
Read bootstrap context before asking questions: `strategy/brand.md` for brand, audience, offer, channels, tools, constraints, and metrics; `about/me.md` for personal voice; `content/ideas.md` and `content/calendar.md` for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to `content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md`, and route d...
Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.
This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.
Full-stack sales playbook: founder-led sales, team building, enterprise deals, RevOps, ICP definition, buyer personas, and compensation design.
┌─────────────────────────────┐
│ BUYING CENTER │ ← All decision stakeholders
├─────────────────────────────┤
│ USER PERSONA │ ← Daily user
├─────────────────────────────┤
│ BUYER PERSONA │ ← Signs the check
├─────────────────────────────┤
│ COMPANY PROFILE │ ← Firmographics
└─────────────────────────────┘
Company Profile: industry/vertical, size (employees/revenue), stage, geography, tech stack
Buyer Persona: title/role, seniority, goals & KPIs, decision authority, what they care about
User Persona: daily workflow, pain points, tech savviness
Buying Center Roles: Champion, Economic Buyer, Technical Evaluator, End User, Blocker
| Factor | Weight |
|---|---|
| Problem severity | 25% |
| Budget available | 20% |
| Champion identified | 15% |
| Technical fit | 15% |
| Decision timeline | 15% |
| Expansion potential | 10% |
List 50 specific companies that fit. Find the buyer's name at 20 of them. Reach out to 10. If you can't do this, your ICP isn't specific enough.
For full persona canvases, buying center maps, interview questions, and fit scoring: see references/full-guide.md
Core principles:
When to hire: Wait until ~$1M ARR and a repeatable process. Hire in pairs — you need an A/B test.
Hiring framework:
| Stage | Who to Hire | When |
|---|---|---|
| Founder-led | Nobody | Before $1M ARR |
| First AEs | 2 reps | After proven repeatability |
| SDRs | 1-2 | When inbound overflows |
| VP Sales | 1 | When 2+ reps hitting quota |
Buying committee roles: Champion (internal advocate), Economic Buyer (signs), Technical Buyer (evaluates), End User (uses daily), Blocker (can say no)
JOLT method for indecision:
Key tactics:
BANT: Budget · Authority · Need · Timeline
MEDDIC: Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion
Rule: Qualify ruthlessly. "No" is a successful outcome. Disqualify on the first call if fit isn't there.
Opening (2 min) → Discovery Recap (3 min) → Solution Walkthrough (15-20 min) → Interaction → Close (5 min)
| Category | Response Approach |
|---|---|
| Price | ROI angle, payment terms |
| Timing | Urgency, cost of delay |
| Competition | Differentiation, unique value |
| Authority | Arm the champion |
| Status quo | Cost of inaction |
| Stage | Owner | Entry Criteria |
|---|---|---|
| Subscriber | Marketing | Opts in to content |
| Lead | Marketing | Basic info provided |
| MQL | Marketing | Fit + engagement threshold |
| SQL | Sales | Accepted, qualified via call |
| Opportunity | Sales AE | BANT confirmed |
| Customer | CS | Closed-won |
MQL = Fit Score (who they are) + Engagement Score (what they do). Neither alone qualifies.
MQL-to-SQL SLA: Contact within 4 hours; qualify or reject within 48 hours.
Explicit (fit): Company size, industry, title, tech stack
Implicit (engagement): Pricing page visits, demo requests, email clicks, product usage
Negative: Competitor domains, student emails, unsubscribes
| Method | Best For |
|---|---|
| Round-robin | Equal territories |
| Territory-based | Regional/vertical teams |
| Account-based | Named accounts / ABM |
| Skill-based | Complex deals, multi-product |
Speed-to-lead: Contact within 5 minutes = 21x more likely to qualify. After 30 minutes, conversion drops 10x.
For routing decision trees and automation playbooks: see references/routing-rules.md, references/automation-playbooks.md
| Metric | Target |
|---|---|
| Lead-to-MQL rate | 5-15% |
| MQL-to-SQL rate | 30-50% |
| SQL-to-Opportunity | 50-70% |
| Win rate | 20-30% |
| Speed-to-lead | <5 minutes |
| LTV:CAC ratio | 3:1 to 5:1 |
For scoring models and lifecycle definitions: see references/scoring-models.md, references/lifecycle-definitions.md
Standard structure: 50% base / 50% variable (OTE). This is a starting point, not a law.
Modern comp plans align with customer outcomes, not just bookings. Reps who close churny deals should earn less than those who close sticky customers.
Ramp periods: 3-6 months for SMB, 6-12 months for enterprise. Provide guaranteed draw or reduced quotas during ramp.
Simplicity rule: If reps can't instantly calculate how an action affects their pay, the plan is too complex.
Common mistakes:
For detailed comp frameworks: see references/guest-insights.md
| Metric | What It Tells You |
|---|---|
| Win rate | Sales effectiveness |
| Sales cycle length | Process efficiency |
| Pipeline coverage | Forecast reliability (target 3-4x quota) |
| Lead-to-Opportunity | Qualification quality |
| CAC | Acquisition efficiency |
| Quota attainment | Rep performance |
outbound-email-strategy — Cold outreachpricing-strategy — Pricing decisionsgo-to-market-strategy — Full launch planningnpx claudepluginhub manojbajaj95/claude-gtm-plugin --plugin gtm-skillsProvides sales methodology and strategy expertise including SPIN, MEDDIC, BANT, value positioning, objection handling (LAER), pipeline management, and account planning.
Create comprehensive sales playbooks for products, segments, or sales motions. Use this skill whenever someone needs to build a sales playbook, create a new hire onboarding guide, document a sales process, standardize a sales motion, says "build a playbook for [product/segment]", "document our sales process", "create a selling guide", or when systematizing tribal knowledge into repeatable processes. Also trigger when someone mentions sales methodology documentation, go-to-market playbooks, vertical playbooks, or rep enablement guides.
Designs revenue operations including lead scoring, routing, handoffs, lifecycle stages, and CRM process automation. Use when marketing, sales, or CS workflows need operational alignment.