# Sales & revenue operations Human Guide

## What This Is For
Comprehensive sales and revenue operations skill. It gives the agent a clearer input/output frame for marketing analytics: what context to ask for, what decisions to make, and what usable artifact to return.

Use this as a human-readable version of the Sales & revenue operations agent skill. It is meant for marketers, operators, founders, and other non-coders who want the workflow without reading agent-specific implementation instructions.

## When To Use This
- Use this when you need a repeatable process for sales & revenue operations.
- Use this when the task needs judgment, examples, constraints, or a clear output format rather than a one-off prompt.
- Use this when you want to hand an AI assistant enough context to produce a usable marketing artifact.

## When Not To Use This
- Do not use this when you only need a quick factual answer.
- Do not use this when the work depends on private data you cannot share with the assistant.
- Do not use this as a replacement for legal, compliance, financial, or medical review.

## What You Need Before Starting
- The goal or business outcome you want.
- The audience, customer segment, or market context.
- Any source material the assistant should respect, such as notes, briefs, examples, URLs, or brand guidance.
- Constraints such as tone, length, channel, deadline, region, or approval requirements.
- A clear definition of what a good final answer should look like.

## Step-By-Step Workflow
1. State the job clearly: "Use the Sales & revenue operations guide to help me with..."
2. Add context: audience, goal, offer, channel, source material, and constraints.
3. Ask the assistant to identify missing inputs before producing the final output.
4. Have the assistant follow the skill-specific guidance below.
5. Review the result against the final checklist and ask for revisions where needed.

## Skill-Specific Guidance
- **Assess stage** — Founder-led, first reps, or scaling?
- **Define motion** — Inbound, outbound, PLG, or hybrid?
- **Build ICP** — Who are you selling to?
- **Design process** — Discovery → Demo → Close
- **Instrument RevOps** — Lead lifecycle, scoring, routing
- The founder IS the product — your credibility closes deals early competitors can't
- Your biggest competitor is indecision (40-60% of B2B purchases end in no decision)
- Sell before you build — Figma mockups can secure first customers
- Close the laptop — focus on diagnosis, not demos
- Book next meeting on the current one to maintain momentum
- **Judge** level of indecision
- **Offer** a firm recommendation

## Decision Points And Nuance
The original skill emphasizes: Workspace Context, Operating Contract, Quick Start, ICP & Buyer Persona, ICP Stack (build bottom-up), ICP Scoring, The 50-Company Test, Founder-Led Sales, Enterprise Sales, Sales Qualification.

Use these questions to steer the work:
- What is the intended audience or buyer?
- What source material must be preserved?
- What should the assistant optimize for: clarity, persuasion, accuracy, speed, creativity, or conversion?
- What examples represent the desired quality bar?
- What should the assistant avoid?

## Common Mistakes
- Enforce required fields per stage to block advancement with bad data
- Send internal email to contact owner: "SLA warning: [Contact Name] has not been contacted"
- Minimum notice: 4 hours (avoid last-minute bookings)
- | Company Size | [Exact] | [Range] | [Outside] | [Never] |
- | Industry | [Exact] | [Adjacent] | [Far] | [Never] |
- | Budget | [Has budget] | [Can find] | [No budget] | [Never pay] |
- Common Mistakes to Avoid
- No company information required

## Copy-And-Paste Prompt
```text
Use the Sales & revenue operations human guide.

My goal:
[Describe the business outcome]

Audience:
[Describe who this is for]

Context and source material:
[Paste notes, examples, links, or existing copy]

Constraints:
[Tone, length, channel, timeline, must-include items, must-avoid items]

Before producing the final output, ask me for any missing information that would materially improve the result.
```

## Final Checklist
- [ ] The output matches the original goal.
- [ ] The audience and context are reflected in the answer.
- [ ] Important constraints and source material were preserved.
- [ ] The assistant made the relevant decisions explicit.
- [ ] The final artifact is ready to use, review, or hand to the next person.

## Source
This guide was generated from the manojbajaj95/claude-gtm-plugin skill entry for `sales-and-revenue-operations`.

## Source Skill Notes
These notes preserve the nuance from the original skill. Use them as supporting reference when the workflow above feels too generic.

# Sales & Revenue Operations

## Workspace Context

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`.

## Operating Contract

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.

---

## Quick Start

1. **Assess stage** — Founder-led, first reps, or scaling?
2. **Define motion** — Inbound, outbound, PLG, or hybrid?
3. **Build ICP** — Who are you selling to?
4. **Design process** — Discovery → Demo → Close
5. **Instrument RevOps** — Lead lifecycle, scoring, routing

---

## ICP & Buyer Persona

### ICP Stack (build bottom-up)

```
┌─────────────────────────────┐
│       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

### ICP Scoring

| Factor | Weight |
|--------|--------|
| Problem severity | 25% |
| Budget available | 20% |
| Champion identified | 15% |
| Technical fit | 15% |
| Decision timeline | 15% |
| Expansion potential | 10% |

### The 50-Company Test

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`

---

## Founder-Led Sales

**Core principles:**
- The founder IS the product — your credibility closes deals early competitors can't
- Your biggest competitor is indecision (40-60% of B2B purchases end in no decision)
- Sell before you build — Figma mockups can secure first customers
- Close the laptop — focus on diagnosis, not demos
- Book next meeting on the current one to maintain momentum

**When to hire:** Wait until ~$1M ARR and a repeatable process. Hire in pairs — you need an A/B test.

**Hiring framework:**