# Sales Playbook Foundations > Use this skill when a sales team has no written playbook, when success lives in one leader's head, when onboarding is inconsistent, or when the user says \"we need a playbook\", \"document our sales process\", \"what should be in our playbook\", or \"reps ramp too slowly\". It produces the playbook skeleton — the five P's in the right order — and a fully drafted People section, the part almost ev… - **Type:** Skill - **Install:** `agentstack add skill-swan-gtm-gtm-skills-sales-playbook-foundations` - **Verified:** Yes — security-reviewed for prompt injection and unsafe behavior - **Seller:** [swan-gtm](https://agentstack.voostack.com/s/swan-gtm) - **Installs:** 0 - **Category:** [Agent Skills](https://agentstack.voostack.com/c/agent-skills) - **Latest version:** 0.1.0 - **License:** MIT - **Upstream author:** [swan-gtm](https://github.com/swan-gtm) - **Source:** https://github.com/swan-gtm/gtm-skills/tree/main/skills/kevin-kd-dorsey/sales-playbook-foundations ## Install ```sh agentstack add skill-swan-gtm-gtm-skills-sales-playbook-foundations ``` Requires the [AgentStack CLI](https://agentstack.voostack.com/docs/cli). Works with Claude Code, Cursor, and any MCP-compatible agent. ## About Use this when the team's definition of success is undocumented. A playbook is a book of agreed-upon best practices for success — what good looks like (WGLL), written down. It exists for better onboarding, better scaling, and for when the leader isn't there anymore: not in the call, not in the meeting, or gone from the company entirely. The output is the playbook skeleton plus a complete People section drafted with the user. ## 1. Frame the five P's Structure the playbook as five sections, in this order: **People, Prospect, Problem, Process, Product.** Order matters — most playbooks start with product and never get to people, which is backwards: people are the ones who execute the plays. Draft the skeleton first so every later section has a home. ## 2. Draft the People section This is the section almost no playbook has. Work through four blocks with the user: **Expectations.** Daily, weekly, monthly: activity, call reviews, trainings, team meetings, key targets including ramp. Break every target down into its math — "$100K per quarter" becomes: average deal size $10K, so 10 deals; at a 25% close rate, inbound and SDR support covers it if the rep self-sources 5 opportunities. A rep should be able to re-derive their number. Then map what qualifies for a promotion and what qualifies for a termination — both known from day one. **Standards of excellence.** The org's own virtues and vision, separate from the company values on the wall. Virtues are how you behave; values are what you believe. Define each behavior, give a real example of it, and end with a signature page — everyone signs that these are the standards they'll uphold and be held to. That signature is what the first hard conversation points back to. **Goals.** New starters set personal goals so the manager can align what they're trying to achieve with how the company helps them get there. **Stories and records.** Collect them from the team: the legends who came before, the comeback stories (the top rep who was once in tears at 7am and nearly quit), the last-second deals, the failures, one top tip from every rep, and the records — fastest ramp, biggest deal, most meetings set in a week. New people need to identify with those who came before. ## 3. Build the remaining P's from reality For Prospect, Problem, Process, and Product, pull from what actually happens: real calls, real deals, real rep language — not the ideal process nobody runs. Interview reps and managers for each section; their insight is what makes the playbook get adopted instead of shelved. ## 4. Set the operating rhythm Assign an owner, a review cadence, and a home everyone can reach. A playbook that is never updated is one of the classic failures — it must change as the team learns. ## What good looks like A great playbook is written, agreed upon, and built with rep and manager insight — reps recognize their actual job in it. The People section sets the tone before a single tactic appears: expectations with the math shown, promotion and termination criteria nobody has to guess, virtues with signatures, stories that make the standard feel reachable. A weak playbook is a product manual with a process diagram: no people, no reality, no owner, read once at onboarding and never again. The test: could a rep who joins after the leader has left succeed from this document alone? ## Rules - MUST be written down. A playbook in someone's head is not a playbook. - MUST be built with rep and manager input from real calls and deals. NEVER fabricate a process that isn't how the team actually sells. - NEVER fully outsource it — outside help is fine, but the leader stays heavily involved or it won't be adopted. - MUST break every target into the math that produces it. - MUST have an owner and an update cadence before it ships. ## Source & license This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code. - **Author:** [swan-gtm](https://github.com/swan-gtm) - **Source:** [swan-gtm/gtm-skills](https://github.com/swan-gtm/gtm-skills) - **License:** MIT Install and usage instructions live in the source repository linked above. ## Pricing - **Free** — Free ## Security capabilities Automated source analysis of v0.1.0 — what this tool can access: - **Network access:** no - **Filesystem access:** no - **Shell / process execution:** no - **Environment & secrets:** no - **Dynamic code execution:** no *"Yes" means the capability is present in the source — more access means more to trust, not that it is unsafe.* ## Versions - **0.1.0** — security scan: passed — Imported from the upstream source. ## Links - Listing page: https://agentstack.voostack.com/l/skill-swan-gtm-gtm-skills-sales-playbook-foundations - Seller: https://agentstack.voostack.com/s/swan-gtm - Browse the marketplace: https://agentstack.voostack.com/browse --- Listed on AgentStack — the marketplace for AI agent skills and MCP servers. Every listing is security-reviewed. Creators keep 70%.