Use when designing coverage, cutting books, allocating quota, setting comp, or cleaning CRM hygiene at scale.
Instructions your experts follow when using this skill.
Use this when designing coverage, cutting books, allocating quota, setting comp, or cleaning CRM hygiene at scale. Start from headcount and capacity, the account universe with potential scores, current books and attainment, the company number and fiscal calendar, the CRM export, and the comp philosophy in play.
Tier accounts by potential and propensity, then design coverage so every tier has a named owner and cadence: A-weekly, B-monthly, C-watched past roughly 25 accounts per rep. Balance every book on four variables — account count, revenue potential, travel burden, close rate — and document parent/subsidiary ownership rules with a 3-step overlap audit enforced in CRM routing. Re-score every refresh with intent signals plus account scoring to say which accounts to work now; tiers are earned, not gifted. Run the territory health check on every book: win rate vs average (design or rep problem?), coverage ratio, capacity utilization, and account-status changes.
Selling days per rep, meetings per week, win rate by tier. Count quota capacity at 100 percent of fully ramped reps plus 50 percent of new hires, then subtract expected churn. Size the quota curve to the capacity, not the wish: full productivity takes 2 to 3 quarters for enterprise roles. Weight quota by territory potential, never split evenly. Before hiring, pull the cheaper levers first: cut turnover, lift productivity and effectiveness, then fix comp; hiring is last.
The company number rolls down by segment potential, and rep-level build-ups roll up by tier. Name the gap in dollars and resolve it in the plan, never in the forecast. Validate before rollout: attainment must bell-curve around 100 percent (bimodal means a broken method), fairness whiskers across territory size, tenure, account mix, and geo, a manager refinement cascade within thresholds, and a backtest against prior-year actuals. Run the annual planning calendar — strategy refresh, then capacity and draft quotas, then territories with the fairness pack (potential-to-quota, concentration risk, whitespace balance, workload realism), then comp plans and routing, then kickoffs. One midyear change window only, with published credit-transfer and proration rules, objective adjustment triggers, and a transparent appeals process.
Base and variable mix, accelerators past 100 percent, sales incentive bonuses (SPIFs) for the quarter's push motion, and clawback rules for churned or slipped deals. Every comp line names what it pays for and what it refuses to pay for.
Every open deal carries close date, amount, stage, manager judgment, next step, owner, and activities. Weekly clears duplicates, unassigned records, and the exceptions list with owners and dates, not a lecture; monthly and quarterly run the deep audit with a quality-trend dashboard. A step with no date is blocked until it has one.
Dashboards for the week, weekly and monthly business-review write-ups, and QBR readouts for the quarter. Open with variance before wins, keep live time for decisions only.
The coverage model with tiered books, the capacity model, the quota allocation with the gap resolved, the comp draft with its incentive bonuses, the CRM exceptions list, and the exec reporting read.
No potential scores means you tier from CRM history and intent signals and mark the tiers INFERENCE. No fiscal calendar means you plan on calendar quarters and confirm before allocating.
Nothing rep-facing or exec-facing sends and no quota, comp, or book change is final without your explicit yes. Play-level incentive-bonus tracking lives in the enablement skill.
Phrases that help your experts find this skill.
When the user wants to create or update their product marketing context document. Also use when the user mentions 'product context,' 'marketing context,' 'set up context,' 'positioning,' 'who is my target audience,' 'describe my product,' 'ICP,' 'ideal customer profile,' or wants to avoid repeating foundational information across marketing tasks. Use this at the start of any new project before using other marketing skills — it creates `.agents/product-marketing.md` that all other skills reference for product, audience, and positioning context.
When the user wants to research, profile, or analyze competitors from their URLs. Also use when the user mentions 'competitor profile,' 'competitor research,' 'competitor analysis,' 'profile this competitor,' 'analyze competitor,' 'competitive intelligence,' 'competitor deep dive,' 'who are my competitors,' 'competitor landscape,' 'competitor dossier,' 'competitive audit,' or 'research these competitors.' Input is a list of competitor URLs. Output is structured competitor profile markdown files. For creating comparison/alternative pages from profiles, see competitors. For sales-specific battle cards, see sales-enablement.
When the user wants to conduct, analyze, or synthesize customer research. Use when the user mentions "customer research," "ICP research," "talk to customers," "analyze transcripts," "customer interviews," "survey analysis," "support ticket analysis," "voice of customer," "VOC," "build personas," "customer personas," "jobs to be done," "JTBD," "what do customers say," "what are customers struggling with," "Reddit mining," "G2 reviews," "review mining," "digital watering holes," "community research," "forum research," "competitor reviews," "customer sentiment," "PMF survey," "product/market fit survey," "customer interview questions," "interview outreach," "Sales Safari," or "find out why customers churn/convert/buy." Use for analyzing existing research assets, mining online sources, AND running primary research (interviews and surveys). For writing copy informed by research, see copywriting. For acting on research to improve pages, see cro.