sales

Files (3)

• SKILL.md
• sales-enablement.md · references/
• sales-methodologies.md · references/

SKILL.md (first lines)

# Sales Strategy Expert

Comprehensive sales frameworks for deal qualification, pipeline management, and revenue growth.

## Sales Methodologies

### Quick Reference

| Methodology          | Core Focus               | Best For            |
| -------------------- | ------------------------ | ------------------- |
| **MEDDIC**           | Deal qualification rigor | Enterprise sales    |
| **SPIN**             | Question-based discovery | Complex solutions   |
| **Challenger**       | Insight-led selling      | Competitive markets |
| **Solution Selling** | Problem-solving approach | Value-based sales   |

For detailed methodology frameworks (MEDDIC, SPIN, Challenger, Solution Selling), see [Sales Methodologies Reference](references/sales-methodologies.md).

## Pipeline Management

### Pipeline Metrics

| Metric                | Formula                          | Benchmark         |
| --------------------- | -------------------------------- | ----------------- |
| **Pipeline Coverage** | Pipeline / Quota                 | 3-4x              |
| **Win Rate**          | Won / (Won + Lost)               | 20-30%            |
| **Average Deal Size** | Revenue / Deals                  | Industry specific |
| **Sales Cycle**       | Days from lead to close          | Industry specific |
| **Pipeline Velocity** | (Opps x Win% x ACV) / Cycle Days | Increasing        |
| **Conversion Rates**  | By stage                         | Stage specific    |

### Pipeline Stages

| Stage             | Definition             | Exit Criteria                       | Probability |
| ----------------- | ---------------------- | ----------------------------------- | ----------- |
| **Qualification** | Initial fit assessment | BANT qualified                      | 10%         |
| **Discovery**     | Deep dive on needs     | Pain confirmed, stakeholders mapped | 20%         |
| **Solution**      | Present solution       | Technical win                       | 40%         |
| **Proposal**      | Formal proposal        | Budget confirmed                    | 60%         |
| **Negotiation**   | Terms discussion       | Verbal commitment                   | 80%         |
| **Closed Won**    | Contract signed        | Revenue booked                      | 100%        |

### Pipeline Review Framework

```
WEEKLY PIPELINE REVIEW:

OPPORTUNITIES TO REVIEW:
- Closing this period
- Slipped deals
- Large opportunities
- At-risk deals
- Newly created

QUESTIONS TO ASK:
1. What changed since last week?
2. What's the next step? When?
3. Who is the champion? Economic buyer?
4. What's the compelling event?
5. What could stop this deal?
6. What help do you need?

DEAL HEALTH INDICATORS:
Green: On track, strong champion, clear next steps
Yellow: Some concerns, requires attention
Red: Significant risk, may need intervention or removal
```

## Sales Forecasting

### Forecasting Methods

| Method                | Approach                          | Best For          |
| --------------------- | --------------------------------- | ----------------- |
| **Weighted Pipeline** | Sum of (Deal value x Probability) | Standard forecast |
| **Stage-Based**       | Historical conversion by stage    | Mature sales orgs |
| **Judgment-Based**    | Rep/manager assessment            | New markets       |
| **AI/ML**             | Predictive models                 | Large datasets    |
| **Hybrid**            | Multiple methods combined         | Most accurate     |

### Forecast Categories

| Category      | Definition                          | Confidence |
| ------------- | ----------------------------------- | ---------- |
| **Closed**    | Contract signed                     | 100%       |
| **Commit**    | Will close this period              | 90%+       |
| **Best Case** | Could close if everything goes well | 50-70%     |
| **Pipeline**  | In qualification stages             | 10-40%     |
| **Upside**    | Potential but not forecasted        | <10%       |

### Forecast Accuracy

```
ACCURACY METRICS:

Forecast Accuracy = 1 - |Actual - Forecast| / Forecast

TRACKING:
- By rep, team, region
- By forecast category
- Over time (trend)
- By deal size

IMPROVEMENT TACTICS:
- Deal inspection rigor
- Stage definitions clarity
- Consistent methodology
- Historical data analysis
- AI-assisted predictions
```

## Account Management

### Account Segmentation

| Tier           | Criteria                  | Coverage Model                |
| -------------- | ------------------------- | ----------------------------- |
| **Strategic**  | Highest revenue/potential | Named rep, dedicated CSM      |
| **Enterprise** | Large accounts            | Territory rep, shared CSM     |
| **Mid-Market** | Growth accounts           | Pool coverage, tech-touch CSM |

From travisjneuman/.claude, MIT.

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