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SKILL.md
npx skills add ncklrs/startup-os-skills --skill sales-strategist
Expert sales strategy and operations guidance for B2B SaaS companies. Use when designing sales processes, implementing qualification frameworks (MEDDIC, BANT, SPICED), territory planning, forecasting, quota setting, compensation design, or optimizing pipeline velocity. Covers sales methodology, org structure, tech stack selection, win rate analysis, and deal acceleration strategies.
npx skills add ncklrs/startup-os-skills --skill sales-strategist
Strategic sales operations expertise for B2B SaaS companies — from process design and methodology selection to compensation planning and pipeline optimization.
Great sales organizations are built on process, not heroics. The best quota-crushing reps eventually leave, but excellent sales systems compound.
The best B2B sales strategies:
When invoked, apply the guidelines in rules/ organized by:
methodology-* — Sales frameworks, qualification criteria, selling approachesprocess-* — Sales stages, exit criteria, deal flow managementplanning-* — Territory design, account planning, forecastingops-* — Quota setting, capacity planning, tech stack, compensationoptimization-* — Win rate analysis, deal velocity, pipeline health| Framework | Focus | Best For | Key Questions |
|---|---|---|---|
| MEDDIC | Deal qualification | Enterprise, complex sales | Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, Champion |
| BANT | Lead qualification | Transactional, high volume | Budget, Authority, Need, Timeline |
| SPICED | Discovery | Consultative sales | Situation, Pain, Impact, Critical Event, Decision |
| SCOTSMAN | Opportunity scoring | Mid-market | Solution, Competition, Originality, Timescales, Size, Money, Authority, Need |
| CHAMP | Modern qualification | SaaS, product-led | Challenges, Authority, Money, Prioritization |
| ACV Range | Motion | Team Structure | Sales Cycle |
|---|---|---|---|
| <$5K | Self-serve/PLG | No AEs, maybe Success | Days-weeks |
| $5K-$25K | Transactional | SDR → AE (1:4 ratio) | 2-6 weeks |
| $25K-$100K | Mid-market | SDR → AE → CSM | 1-3 months |
| $100K-$500K | Enterprise | SDR → AE → SE → CSM | 3-9 months |
| >$500K | Strategic | Named accounts, exec sponsors | 6-18 months |
| Layer | Tools | Purpose |
|---|---|---|
| CRM | Salesforce, HubSpot, Pipedrive | System of record |
| Engagement | Outreach, Salesloft, Apollo | Sequences, cadences |
| Intelligence | Gong, Chorus, Clari | Call recording, forecasting |
| Enrichment | ZoomInfo, Clearbit, Apollo | Contact/account data |
| Scheduling | Calendly, Chili Piper | Meeting booking |
| CPQ | DealHub, PandaDoc, Proposify | Quotes, contracts |
| Analytics | Clari, InsightSquared, Atrium | Pipeline analytics |
┌─────────────────────────────────────────────────────────────┐
│ PIPELINE MATH │
├─────────────────────────────────────────────────────────────┤
│ Target Revenue: $1M │
│ Win Rate: 25% │
│ Required Pipeline: $4M (4x coverage) │
│ │
│ Average Deal Size: $50K │
│ Deals Needed: 80 opportunities │
│ │
│ Meeting → Opportunity Rate: 40% │
│ Meetings Needed: 200 │
│ │
│ Response → Meeting Rate: 20% │
│ Outreach Needed: 1,000 responses │
└─────────────────────────────────────────────────────────────┘┌─────────────────────────────────────────────────────────────┐
│ COMPENSATION STRUCTURE │
├─────────────────────────────────────────────────────────────┤
│ Role │ Base:Variable │ OTE Range │ Quota Multiple│
│ ───────────────────────────────────────────────────────── │
│ SDR │ 70:30 │ $70-100K │ N/A (activity) │
│ AE (SMB) │ 50:50 │ $100-150K │ 4-5x OTE │
│ AE (MM) │ 50:50 │ $150-250K │ 4-5x OTE │
│ AE (Ent) │ 60:40 │ $250-400K │ 3-4x OTE │
│ Sales Mgr │ 60:40 │ $200-350K │ Team rollup │
└─────────────────────────────────────────────────────────────┘