sales-operations

仓库: borghei/claude-skills
安装量: 117
排名: #7341

安装

npx skills add https://github.com/borghei/claude-skills --skill sales-operations

Sales Operations

Expert-level sales operations for revenue optimization.

Core Competencies CRM administration Sales analytics Territory planning Quota setting Compensation design Process optimization Forecasting Sales enablement Sales Analytics Key Metrics Dashboard ┌─────────────────────────────────────────────────────────────┐ │ Sales Performance - [Period] │ ├─────────────────────────────────────────────────────────────┤ │ Revenue Pipeline Win Rate Cycle Time │ │ $2.4M $8.2M 28% 45 days │ │ vs Quota: 102% Coverage: 3.4x vs LQ: +3% vs LQ: -5d │ ├─────────────────────────────────────────────────────────────┤ │ PIPELINE BY STAGE │ │ Prospect: $1.2M (15%) ████ │ │ Discovery: $2.1M (26%) ███████ │ │ Demo: $2.8M (34%) █████████ │ │ Proposal: $1.5M (18%) █████ │ │ Negotiation: $0.6M (7%) ██ │ ├─────────────────────────────────────────────────────────────┤ │ REP PERFORMANCE │ │ Rep A: $520K (115%) Rep B: $480K (107%) Rep C: $420K (93%)│ └─────────────────────────────────────────────────────────────┘

Sales Metrics Framework

Activity Metrics:

Metric Formula Target Calls/Day Total calls / Days 50+ Meetings/Week Total meetings / Weeks 15+ Proposals/Month Total proposals / Months 8+

Pipeline Metrics:

Metric Formula Target Pipeline Coverage Pipeline / Quota 3x+ Pipeline Velocity Won Deals / Avg Cycle Time - Stage Conversion Stage N+1 / Stage N Varies

Outcome Metrics:

Metric Formula Target Win Rate Won / (Won + Lost) 25%+ Average Deal Size Revenue / Deals $[X] Sales Cycle Avg days to close <60 Quota Attainment Actual / Quota 100%+ Territory Planning Territory Design Principles

Balance:

Similar opportunity potential Comparable workload Fair distribution

Coverage:

Geographic proximity Industry alignment Account relationships

Growth:

Room for expansion Career progression Market potential Territory Model

Territory Plan: [Region/Segment]

Overview

  • Total accounts: [Number]
  • Total ARR potential: $[Amount]
  • Rep count: [Number]

Territory Assignment

Territory 1: [Name]

  • Rep: [Name]
  • Accounts: [Number]
  • ARR Potential: $[Amount]
  • Named accounts: [List]
  • Geographic coverage: [Area]

Territory 2: [Name]

...

Metrics by Territory

| Territory | Accounts | Potential | Quota | Coverage |

|-----------|----------|-----------|-------|----------|

| [T1] | X | $Y | $Z | W% |

Rules of Engagement

  • Account ownership: [Rules]
  • Lead routing: [Rules]
  • Splits: [Rules]

Account Scoring def score_account(account): """ Score accounts for territory assignment and prioritization """ score = 0

# Company size (0-30 points)
if account['employees'] > 5000:
    score += 30
elif account['employees'] > 1000:
    score += 20
elif account['employees'] > 200:
    score += 10

# Industry fit (0-25 points)
if account['industry'] in ['Technology', 'Finance']:
    score += 25
elif account['industry'] in ['Healthcare', 'Manufacturing']:
    score += 15

# Engagement (0-25 points)
if account['website_visits'] > 10:
    score += 15
if account['content_downloads'] > 0:
    score += 10

# Intent signals (0-20 points)
if account['intent_score'] > 80:
    score += 20
elif account['intent_score'] > 50:
    score += 10

return score

Quota Setting Quota Methodology

Top-Down:

Company Revenue Target: $50M ├── Growth Rate: 30% ├── Team Capacity: 20 reps ├── Average Quota: $2.5M └── Adjustments: ±20% based on territory

Bottom-Up:

Account Potential Analysis: ├── Existing accounts: $30M ├── Pipeline value: $15M ├── New logo potential: $10M ├── Total: $55M └── Risk adjustment: -10% Final: $49.5M

Quota Allocation Rep Territory Potential Historical Ramp Final Quota Rep A $3M 110% Full $2.7M Rep B $2.8M 95% Full $2.4M Rep C $2.5M N/A 50% $1.2M Compensation Design Compensation Structure TOTAL ON-TARGET EARNINGS (OTE) ├── Base Salary: 50-60% └── Variable: 40-50% ├── Commission: 80% │ ├── New Business: 60% │ └── Expansion: 40% └── Bonus: 20% ├── Quarterly accelerators └── SPIFs

COMMISSION RATE ├── 0-50% quota: 0.5x rate ├── 50-100% quota: 1x rate ├── 100-150% quota: 1.5x rate └── 150%+ quota: 2x rate

Comp Plan Template

Sales Compensation Plan: [Role]

Plan Overview

  • Role: [Role Name]
  • OTE: $[Amount]
  • Base/Variable Split: [X/Y]%
  • Pay Period: [Frequency]

Commission Structure

New Business

  • Rate: [X]% of ACV
  • Accelerators:
  • 100-120%: 1.2x multiplier
  • 120%+: 1.5x multiplier

Renewal/Expansion

  • Rate: [Y]% of ACV
  • Expansion: Same as new business
  • Renewal: Reduced rate

Quota

  • Annual: $[Amount]
  • Quarterly: $[Amount]
  • Ramped: [If applicable]

Payment Terms

  • Commission paid: [Timing]
  • Clawback period: [Duration]
  • Draw: [If applicable]

Special Incentives

Forecasting Forecast Categories Category Definition Weighting Closed Signed contract 100% Commit Verbal commit, high confidence 90% Best Case Strong opportunity, likely to close 50% Pipeline Active opportunity 20% Upside Early stage 5% Forecast Report ┌─────────────────────────────────────────────────────────────┐ │ Q4 Forecast - Week 8 │ ├─────────────────────────────────────────────────────────────┤ │ Quota: $10M │ │ │ │ Category Deals Amount Weighted │ │ Closed 12 $2.4M $2.4M │ │ Commit 8 $1.8M $1.6M │ │ Best Case 15 $3.2M $1.6M │ │ Pipeline 22 $4.5M $0.9M │ │ ───────────────────────────────────────────── │ │ Weighted Total $11.9M $6.5M │ ├─────────────────────────────────────────────────────────────┤ │ Forecast: $4.0M (Closed + Commit) │ │ Upside: $5.6M (with Best Case) │ │ Gap to Quota: $6.0M │ │ Required Win Rate on Pipeline: 35% │ └─────────────────────────────────────────────────────────────┘

Process Optimization Sales Process Audit STAGE ANALYSIS ├── Average time in stage ├── Conversion rate ├── Drop-off reasons └── Bottleneck identification

ACTIVITY ANALYSIS ├── Activities per stage ├── Activity to outcome ratio ├── Time allocation └── Best rep practices

TOOL UTILIZATION ├── CRM adoption ├── Feature usage ├── Data quality └── Automation opportunities

CRM Hygiene

Data Quality Checks:

Required fields populated Stage dates updated Close dates realistic Deal amounts accurate Contact roles assigned Next steps documented Reference Materials references/analytics.md - Sales analytics guide references/territory.md - Territory planning references/compensation.md - Comp design principles references/forecasting.md - Forecasting methodology Scripts

Pipeline analyzer

python scripts/pipeline_analyzer.py --data opportunities.csv

Territory optimizer

python scripts/territory_optimizer.py --accounts accounts.csv --reps 10

Quota calculator

python scripts/quota_calculator.py --target 50000000 --reps team.csv

Forecast reporter

python scripts/forecast_report.py --quarter Q4 --output report.html

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