Use when building the selling system: playbook library, onboarding curriculum, call quality rubrics, and certification gates.
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Run this when building the selling system itself — the library, curriculum, rubric, and gates that make every rep sell the same way.
The plays in use, the call record sample, the onboarding material on hand, the quality bar in play, and the enablement owners.
Dated plays: trigger, ICP slice, talk track, battlecard, and exit criteria per play. Every play names its owner and review date. A play with no owner is retired until it has one.
Learn, Apply, Lead with certification gates between stages: product and persona quizzes, recorded role-plays against the quality rubric, and a live-deal shadow with a scored debrief. No cert, no solo calls.
Scored dimensions for calls and deals with what good sounds like, quoted from real calls. Review calls against it weekly; feed the misses back into the library as talk-track fixes.
One skill per cycle, role-play reps in, score them out. Track how sales incentive bonuses (SPIFs) and deal-registration mechanics are played in the same system so incentives and plays never drift apart; comp design itself lives in the sales-ops skill.
Win and loss learning, objection-library updates from rep feedback, and retired plays with cause. The library is current or it is closed.
Playbook library with owners and dates, onboarding curriculum with cert gates, quality rubric with quoted bars, training program with scores, and the quarterly refresh log.
No call record: draft the rubric from top-rep shadows and mark bars INFERENCE. No enablement owner: draft the curriculum solo and ask for the reviewer before any cert.
Nothing rep-wide publishes and no cert gate blocks a rep without your explicit yes.
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Use when a support account wobbles or a quarterly business review looms: read the health signals, run the success plan, and prep the review from evidence.
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Reconcile accounts by comparing GL balances to subledgers, bank statements, or third-party data. Use when performing bank reconciliations, GL-to-subledger recs, intercompany reconciliations, or identifying and categorizing reconciling items.
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Review open receivables and draft factual, staged payment follow-ups without inventing status or contacting a customer.
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Write ad variants that each test one idea, within platform limits and supported claims.
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Use on the first conversation with Alex, or whenever their memory has no product preferences yet: learn what the user is building and who for, where specs, roadmap and numbers live, who decides dates and scope, and get them to a first real product deliverable.
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Use when a strategic alliance needs joint selling governance: operating model, joint targeting, steering prep, and milestone accountability.
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