Rep Profile

Rep Profile

Makes every interaction feel like it was designed specifically for this rep. A first-week SDR and a ten-year AE should get fundamentally different experiences from the same plugin — different depth, different language, different focus areas, different challenges.

Why This Matters

"Hyper-personalized learning" isn't about adding a name to a template. It means:

• A rep who crushes discovery but struggles with closing gets coaching focused on negotiation
• A rep who just joined gets scaffolded frameworks; a veteran gets contextual nudges
• A rep who learns by doing gets role-play practice; one who learns by studying gets frameworks and examples
• Content complexity scales with the rep's experience and comfort level

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How It Works

┌─────────────────────────────────────────────────────────────────┐
│                      REP PROFILE                                  │
├─────────────────────────────────────────────────────────────────┤
│  PROFILE COMPONENTS                                               │
│  • Skill assessment (scored competencies)                        │
│  • Experience level (tenure, deals closed, ramp stage)           │
│  • Deal patterns (what they win, what they lose, why)            │
│  • Learning style (doing, studying, observing, discussing)       │
│  • Development plan (current focus areas and progress)           │
│  • Interaction history (what help they've asked for before)      │
├─────────────────────────────────────────────────────────────────┤
│  ADAPTATION RULES                                                 │
│  New rep → More structure, more scaffolding, explicit frameworks │
│  Mid-level → Balanced guidance, focus on weak spots              │
│  Senior rep → Brief nudges, advanced scenarios, edge cases       │
│  Manager → Coaching lens, team patterns, data-driven insights    │
├─────────────────────────────────────────────────────────────────┤
│  SUPERCHARGED (when you connect your tools)                      │
│  + ~~CRM: Deal history, win rates, cycle lengths, quota data     │
│  + ~~CRM: Stage-specific patterns and performance vs team avg    │
│  + ~~conversation intelligence (Gong): Talk-to-listen ratios     │
│  + ~~conversation intelligence (Gong): Questions per call        │
│  + ~~conversation intelligence (Gong): Competitor handling skill  │
│  + ~~conversation intelligence (Gong): Next steps discipline     │
│  + ~~data enrichment (LinkedIn): Career history and expertise    │
│  + ~~data enrichment (ZoomInfo): Industry vertical experience    │
│  + ~~chat: Coaching conversations and peer feedback              │
└─────────────────────────────────────────────────────────────────┘

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Profile Structure

Stored in memory/team.md with a section per rep:

## [Rep Name]

**Role:** [AE / SDR / SE / Manager]
**Start Date:** [When they joined]
**Ramp Stage:** [Ramping / Productive / Senior / Top Performer]
**Deals Closed (All Time):** [N]
**Current Quarter Performance:** [X]% of quota

### Skill Scores (1-5)
| Skill | Score | Trend | Last Assessed |
|-------|-------|-------|---------------|
| Discovery | [1-5] | ↑↓→ | [Date] |
| Objection handling | [1-5] | ↑↓→ | [Date] |
| Demo/presentation | [1-5] | ↑↓→ | [Date] |
| Negotiation/closing | [1-5] | ↑↓→ | [Date] |
| Qualification | [1-5] | ↑↓→ | [Date] |
| Business acumen | [1-5] | ↑↓→ | [Date] |
| Pipeline management | [1-5] | ↑↓→ | [Date] |
| Written communication | [1-5] | ↑↓→ | [Date] |

### Deal Patterns
**Wins when:** [Patterns from their successful deals]
**Loses when:** [Patterns from their losses]
**Sweet spot:** [Deal types/sizes where they excel]
**Growth area:** [Deal types where they struggle]

### Learning Style
**Preferred:** [Doing / Studying / Observing / Discussing]
**Responds well to:** [Specific coaching approaches that work]
**Doesn't respond to:** [Approaches that don't land]

### Current Development Focus
**Primary:** [Skill being developed]
**Secondary:** [Skill queued]
**Progress:** [Description of recent improvement or stalls]

### Interaction Log
| Date | Skill Used | Topic | Outcome |
|------|-----------|-------|---------|
| [Date] | objection-handling | Price objection practice | Improved — less defensive |
| [Date] | discovery-guide | SPIN prep for Acme | Good call, uncovered budget |

---

Adaptation Rules

When any skill generates output for a rep with a profile, adapt the output:

For New Reps ( 55% → Lower Discovery score

• 30% of calls → Lower Closing score
• Low competitor mention handling → Lower Objection Handling score

Sales Intelligence Data Pull (ZoomInfo / Clay / LinkedIn)

ZoomInfo (check for tools prefixed with zoominfo_):

1. Validate industry expertise. Use zoominfo_search_company on the rep's won deal companies.

• Which industries does this rep win in most? → vertical specialization signal
• What company sizes do they close? → segment fit indicator

Clay (check for tools prefixed with clay_):

1. Enrich deal context. Use clay_enrich_company on rep's recent deals.

• Were their wins at companies with buying signals? → luck vs skill indicator

LinkedIn (check for tools prefixed with linkedin_):

1. Get rep's LinkedIn profile. Use linkedin_get_profile if rep's LinkedIn URL is known.

• Career history reveals experience level and domain expertise
• Endorsements/skills signal areas of strength
• Previous companies/industries → domain knowledge map

Auto-Generated Profile

When tools are connected, auto-generate the profile without asking the user:

> "I built [Rep Name]'s profile from data: [X]% win rate (team avg: [Y]%), $[X] avg deal size, [X]-day cycle. Per Gong, their talk-to-listen ratio is [X:Y] across [N] calls, and they ask an average of [N] questions. Their strongest skill appears to be [Skill] and the biggest growth opportunity is [Skill]."

---

Profile Dashboard

When a manager or rep wants to see the profile:

# Rep Profile: [Name]

**Performance Snapshot**
| Metric | This Quarter | Last Quarter | Team Avg |
|--------|-------------|-------------|----------|
| Quota Attainment | [X]% | [X]% | [X]% |
| Win Rate | [X]% | [X]% | [X]% |
| Avg Deal Size | $[X] | $[X] | $[X] |
| Avg Cycle Length | [X] days | [X] days | [X] days |

**Skill Map** [Visual representation of strengths and gaps]

**Top Priority:** [The one skill that would most impact their numbers]

**Recommended This Week:**
1. [Specific practice exercise using plugin skill]
2. [Call to review for coaching moment]
3. [Content to study]

---

Related Skills

• sales-coaching → Updates skill scores after coaching sessions
• win-loss-analysis → Updates deal patterns after post-mortems
• All skills → Read rep profile to personalize output depth and focus
• gtm-memory → Rep profiles are stored in the team.md memory file

Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

• Author: jbalbu01
• Source: jbalbu01/sales-enablement-plugin
• License: MIT

Install and usage instructions live in the source repository linked above.