Sales operations planning covering territories, capacity, and compensation
Installation
npx claude-plugins install @gtmagents/gtm-agents/sales-operations
Contents
Folders: agents, commands, skills
Included Skills
This plugin includes 5 skill definitions:
capacity-modeling
Use to model bookings targets vs headcount, ramp, and productivity assumptions.
View skill definition
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
- Assumption Library – document ramp curves, win rates, ACV, hours per deal, attrition.
- Scenario Engine – plug assumptions into base/upside/downside tables.
- Gap Analysis – highlight where capacity misses coverage vs target.
- Mitigation Paths – propose levers (hiring, enablement, pricing, partner attach).
- 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-healthto see downstream impact of headcount changes.
comp-mechanics
Use to assemble rate tables, accelerator logic, and plan governance templates.
View skill definition
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
- Plan Components – outline quota basis, crediting rules, accelerators, caps, clawbacks.
- Rate Tables – define payout rates by attainment band and attach accelerators/decels.
- Governance Checkpoints – approvals, policy references, audit requirements.
- Communication Assets – FAQs, plan summaries, change logs.
- 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-healthto validate behavioral alignment.
quota-health
Use to analyze quota distribution, attainment fairness, and productivity
View skill definition
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
- Data Collection – pull attainment, pipeline, coverage, and territory metrics by rep/segment.
- Fairness Analysis – compute attainment distribution, Gini coefficient, and coverage ratios.
- Signal Review – identify chronic over/under assignments, ramp issues, or constrainted territories.
- Recommendation Engine – suggest quota rebalancing, enablement, or hiring adjustments.
- 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-optimizationoutputs 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.
roe-governance
Use to codify sales rules of engagement, escalation paths, and exception
View skill definition
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
- Stakeholder Map – identify sales, CS, partner, legal, and ops owners.
- Rule Definition – outline assignment logic, routing triggers, and timeframe SLAs.
- Exception Handling – document approval tiers, SLAs, and data required for review.
- Enablement & Change Mgmt – create briefs, FAQs, and office-hour plans.
- 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.
territory-optimization
Use to score territory scenarios for fairness, whitespace, and productivity.
View skill definition
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
- Input Prep – normalize account TAM, ARR, propensity, and travel constraints.
- Scenario Modeling – generate multiple carve-ups (geo, industry, hybrid) with scoring weights.
- Fairness Scoring – calculate Gini, whitespace %, and attainment probability per rep.
- Operational Check – validate CRM ownership, routing rules, and ROE impact.
- 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-governanceto confirm routing + escalation rules.