cases.yaml

version: 1
rubric: evals/sales-skills/rubric.md
command_template: 'codex exec --skip-git-repo-check -s read-only "<prompt>"'
skills:
  - skill: sales-narrative
    skill_path: skills/sales-narrative/SKILL.md
    contract_sections:
      - Problem
      - Buyer
      - Current Alternative
      - Why Change Now
      - How It Works
      - Why It Is Better
      - Proof
      - Pricing Frame
      - 30-second pitch
      - 2-minute pitch
      - Sales deck storyline
    cases:
      - id: sales-narrative-basic
        difficulty: core
        prompt: >
          We sell a workflow tool that helps RevOps teams catch broken Salesforce automations before they hurt pipeline.
          Give me a first-call sales narrative, a 30-second pitch, a 2-minute pitch, and a 7-slide sales deck storyline.
        must_include:
          - Names the buyer clearly
          - States the current alternative
          - Explains why change now
          - Gives a proof section without inventing evidence
        should_not_include:
          - ICP tiers
          - outbound sequence copy
      - id: sales-narrative-proof-gap
        difficulty: boundary
        prompt: >
          We are pre-launch. We help procurement teams summarize vendor risk questionnaires faster, but we have no paying customers yet
          and pricing is still undecided. Build the narrative pack and be explicit about assumptions.
        must_include:
          - Evidence gap called out explicitly
          - Pricing frame presented as a hypothesis
          - Buyer and workflow pain
        should_not_include:
          - fabricated traction
          - fake customer quotes
      - id: sales-narrative-feature-heavy-rewrite
        difficulty: stress
        prompt: >
          Our current explanation is messy: "We use AI agents, workflow graphs, alerts, audit logs, warehouse sync, custom scoring,
          stakeholder maps, and approval chains." Turn that into a buyer-facing narrative for a deal-review product sold to sales managers.
        must_include:
          - Problem-first framing
          - Buyer language instead of architecture language
          - Why the product is better than the status quo
        should_not_include:
          - raw feature list as the main answer

  - skill: ideal-customer-prospecting
    skill_path: skills/ideal-customer-prospecting/SKILL.md
    contract_sections:
      - ICP summary
      - Required traits
      - Positive signals
      - Disqualifiers
      - Priority tiers
      - Contact map
      - Discovery questions
      - First sourcing plan
    cases:
      - id: ideal-customer-prospecting-payroll
        difficulty: core
        prompt: >
          We sell a payroll exception detection tool for multi-state hourly employers. Define our ICP, disqualifiers, discovery questions,
          and the first 10 accounts I should target.
        must_include:
          - Bounded prioritized list, not a market dump
          - Explicit disqualifiers
          - Contact map with likely buyer roles
          - Reasoning for why top accounts fit
        should_not_include:
          - cold outreach copy
          - unnecessary repo reconnaissance when the prompt is already clear
      - id: ideal-customer-prospecting-boundary
        difficulty: boundary
        prompt: >
          We sell board-deck automation to B2B SaaS CFOs. We only want venture-backed companies between 100 and 800 employees.
          Tell me who to target, who to avoid, and how to score fit.
        must_include:
          - Segment limits reflected in the ICP
          - Anti-signals and exclusions
          - Simple scoring rubric
        should_not_include:
          - sales deck storyline
          - outbound cadence
      - id: ideal-customer-prospecting-disqualifier-discipline
        difficulty: stress
        prompt: >
          Help me target companies for an enterprise security audit platform, but I do not want tiny startups, heavily outsourced security teams,
          or companies without internal compliance owners. Build the first-wave prospecting logic.
        must_include:
          - Strong exclusion logic
          - Discovery questions for invisible traits
          - First sourcing motion
        should_not_include:
          - any broad, undifferentiated targeting

  - skill: outbound-appointment-setting
    skill_path: skills/outbound-appointment-setting/SKILL.md
    contract_sections:
      - First-touch email
      - Call opener
      - Voicemail
      - Follow-up sequence
      - Common objection responses
      - Meeting invite copy
      - Reminder note
    cases:
      - id: outbound-appointment-setting-revops
        difficulty: core
        prompt: >
          Write a cold email, call opener, voicemail, follow-up sequence, objection responses, meeting invite copy, and reminder note
          to book meetings with Directors of Revenue Operations at SaaS companies using Salesforce and Marketo.
        must_include:
          - Clear ask for time on the calendar
          - Relevance-based opener
          - Objection handling for first meetings
        should_not_include:
          - long company biography
          - ICP design
      - id: outbound-appointment-setting-send-info
        difficulty: boundary
        prompt: >
          We sell AP automation to controllers at multi-entity companies. Give me outbound copy plus specific responses for
          "send me info" and "maybe next quarter."
        must_include:
          - Response that preserves momentum
          - Follow-up touch plan
          - Direct booking CTA
        should_not_include:
          - passive acceptance of "send me info" with no next step
      - id: outbound-appointment-setting-booked-meeting
        difficulty: stress
        prompt: >
          A prospect already agreed to a first meeting. Give me the invite title, agenda, confirmation note, and a short reminder
          for a 30-minute intro call about warehouse inventory forecasting software.
        must_include:
          - Meeting invite copy
          - Reminder note
          - Agenda appropriate for a first meeting
        should_not_include:
          - full demo script

  - skill: inbound-lead-response
    skill_path: skills/inbound-lead-response/SKILL.md
    contract_sections:
      - Lead classification
      - Why it fits or does not fit
      - Response draft
      - Discovery questions
      - Recommended next step
      - Follow-up timing
    cases:
      - id: inbound-lead-response-hot
        difficulty: core
        prompt: >
          A VP of Sales Ops at a 250-person SaaS company filled out our demo form saying they are evaluating pipeline inspection tools this quarter.
          Qualify the lead, tell me what tier it is, and draft the response.
        must_include:
          - Direct classification from the prompt
          - Fast next step
          - Short discovery, if any
        should_not_include:
          - long qualification questionnaire
          - unnecessary repo lookup behavior
      - id: inbound-lead-response-warm
        difficulty: boundary
        prompt: >
          A mutual contact introduced us to an operations manager at a regional logistics company. They said "this may be relevant"
          but gave no timeline. How should we classify it and what should we send back?
        must_include:
          - Warm or unclear logic
          - No more than three discovery questions
          - Recommended next step
        should_not_include:
          - treating the lead as hot without evidence
      - id: inbound-lead-response-disqualify
        difficulty: stress
        prompt: >
          A three-person consulting shop asked for a demo of our enterprise procurement workflow software, but our product only works
          for teams with at least 50 requesters and an internal procurement function. Classify and draft the reply.
        must_include:
          - Polite disqualification
          - Why it does not fit
          - Graceful next step or redirect
        should_not_include:
          - wasteful meeting recommendation

  - skill: demo-and-closing
    skill_path: skills/demo-and-closing/SKILL.md
    contract_sections:
      - Pre-call plan
      - Discovery questions
      - Demo flow
      - Likely objections and responses
      - Pricing frame
      - Direct ask
      - Proposal options
      - Post-call next steps
    cases:
      - id: demo-and-closing-standard
        difficulty: core
        prompt: >
          We are meeting a Head of RevOps at a 500-person SaaS company evaluating pipeline inspection tools. They care about forecast accuracy,
          manager inspection quality, and deal-risk visibility. Build the call plan, demo flow, pricing frame, and close.
        must_include:
          - Discovery before demo
          - Pain-mapped demo flow
          - Direct ask
        should_not_include:
          - feature parade
      - id: demo-and-closing-proposal-options
        difficulty: boundary
        prompt: >
          The buyer is interested but not ready to sign. They want options for piloting our customer onboarding orchestration software.
          Give me proposal options and recommend one.
        must_include:
          - Proposal options
          - Recommended option
          - Post-call next step
        should_not_include:
          - vague "let me know" close
      - id: demo-and-closing-objections
        difficulty: stress
        prompt: >
          I need help with a pricing call for a compliance workflow product. The buyer says the price is high, spreadsheets are good enough,
          and security review will slow everything down. Build the objection handling and close strategy.
        must_include:
          - Objections handled one at a time
          - Pricing frame in context
          - Direct ask or concrete next step
        should_not_include:
          - defensive or evasive language

  - skill: pipeline-hygiene
    skill_path: skills/pipeline-hygiene/SKILL.md
    contract_sections:
      - Immediate priorities
      - Stale deals
      - Deals to close lost
      - Required next actions
      - Loss-reason themes
      - Future follow-up notes
    cases:
      - id: pipeline-hygiene-basic
        difficulty: core
        prompt: >
          Review this pipeline and tell me what to do:
          Deal A: Proposal, last touch 3 days ago, next step scheduled.
          Deal B: Demo, last touch 28 days ago, no next step.
          Deal C: Discovery, last touch 41 days ago, buyer said "circle back later."
          Deal D: Security review, last touch 9 days ago, blocker is legal questionnaire.
          Deal E: Proposal, last touch 52 days ago, buyer ghosted after pricing.
        must_include:
          - Immediate priorities
          - Clear stale and close-lost calls
          - Required next actions for retained deals
        should_not_include:
          - keeping every deal alive
      - id: pipeline-hygiene-loss-discipline
        difficulty: boundary
        prompt: >
          Our team hates marking deals closed lost. Give me a cleanup recommendation for 12 opportunities older than 45 days,
          most with vague notes like "timing" or "follow up later."
        must_include:
          - Loss-reason discipline
          - Distinction between not-now and never
          - Future follow-up notes
        should_not_include:
          - generic reminder to follow up later on every deal
      - id: pipeline-hygiene-weekly-rhythm
        difficulty: stress
        prompt: >
          We need a weekly pipeline review rhythm for an AE team where stages are cluttered, next steps are inconsistent,
          and managers cannot tell which deals are actually moving.
        must_include:
          - Weekly review rhythm
          - Stage cleanup logic
          - Concrete next-action requirement
        should_not_include:
          - ICP redesign

  - skill: customer-success-renewals
    skill_path: skills/customer-success-renewals/SKILL.md
    contract_sections:
      - Success outcomes
      - Implementation plan
      - Health signals
      - Communication rhythm
      - Risks and mitigations
      - Renewal plan
      - Expansion signals
    cases:
      - id: customer-success-renewals-new-logo
        difficulty: core
        prompt: >
          A new customer signed a 12-month contract for our revenue-forecasting software. They want better forecast accuracy
          and faster weekly inspections. Build the success plan from kickoff through renewal.
        must_include:
          - Customer outcomes
          - Implementation plan with milestones
          - Renewal plan before the final month
        should_not_include:
          - activity-only success measures
      - id: customer-success-renewals-risk
        difficulty: boundary
        prompt: >
          A customer is 7 months into the term, adoption is low, the exec sponsor changed, and the team is using only one workflow
          out of five. Give me the renewal risk review and recovery plan.
        must_include:
          - Risks and mitigations
          - Communication rhythm
          - Renewal strategy
        should_not_include:
          - automatic expansion suggestion
      - id: customer-success-renewals-expansion-discipline
        difficulty: stress
        prompt: >
          The account is healthy in one department but the core value case is still thin outside that team. Should we push expansion now?
          Build the answer and success plan.
        must_include:
          - Expansion only if justified
          - Base value case assessment
          - Clear health signals
        should_not_include:
          - forced cross-sell recommendation

  - skill: sales-metrics-inspection
    skill_path: skills/sales-metrics-inspection/SKILL.md
    contract_sections:
      - Observed metric changes
      - Likely root cause
      - Supporting evidence
      - Alternative explanations
      - Missing data
      - Recommended actions
    cases:
      - id: sales-metrics-inspection-sdr
        difficulty: core
        prompt: >
          Our SDR team is sending plenty of emails but meetings are down 40 percent month over month while response rates are flat
          and connect rates are falling. Diagnose the most likely issues and tell me what to inspect next.
        must_include:
          - Root-cause hypothesis
          - Alternative explanations
          - Next inspection step
        should_not_include:
          - simplistic "work harder" diagnosis
      - id: sales-metrics-inspection-ambiguous-ae
        difficulty: boundary
        prompt: >
          An AE's average deal size is up, win rate is down, and cycle length is up versus last quarter. We do not know whether the issue
          is targeting, pricing, or stage management. Diagnose carefully.
        must_include:
          - Multiple plausible explanations
          - Missing data called out
          - Recommended next cuts to inspect
        should_not_include:
          - overconfident single-cause claim
      - id: sales-metrics-inspection-no-baseline
        difficulty: stress
        prompt: >
          Why is our funnel bad? I only have this month’s aggregate totals and no historical baseline or segment breakdown.
        must_include:
          - Data-gap acknowledgment
          - Missing baseline called out
          - Concrete next data to collect
        should_not_include:
          - fake certainty

  - skill: sales-hiring-profile
    skill_path: skills/sales-hiring-profile/SKILL.md
    contract_sections:
      - Role definition
      - Must-have traits
      - Red flags
      - Interview loop
      - Scorecard
      - Compensation guardrails
      - Offer and close plan
    cases:
      - id: sales-hiring-profile-first-ae
        difficulty: core
        prompt: >
          We need to hire our first AE for a mid-market B2B workflow product. Define the role, interview loop, scorecard,
          compensation guardrails, and candidate close plan.
        must_include:
          - Stage-appropriate role definition
          - Interview loop
          - Scorecard
        should_not_include:
          - generic "hunter" clichés with no role detail
      - id: sales-hiring-profile-manager
        difficulty: boundary
        prompt: >
          We already decided to hire a frontline sales manager. Build the hiring packet for the role without inflating it into a VP seat.
        must_include:
          - Manager-specific role definition
          - Red flags against title inflation
          - Offer and close plan
        should_not_include:
          - readiness verdict
      - id: sales-hiring-profile-overstuffed-role
        difficulty: stress
        prompt: >
          Our draft job asks one person to source pipeline, close deals, run onboarding, own renewals, and build RevOps.
          Clean this up into a real role and hiring packet.
        must_include:
          - Narrowed role scope
          - Must-have traits tied to the actual motion
          - Compensation guardrails
        should_not_include:
          - acceptance of the overstuffed scope

  - skill: sales-onboarding-bootcamp
    skill_path: skills/sales-onboarding-bootcamp/SKILL.md
    contract_sections:
      - Ramp goal
      - Pre-work
      - Bootcamp modules
      - Drills and repetitions
      - Shadowing and live-call ramp
      - KPIs and checkpoints
      - Ongoing coaching cadence
    cases:
      - id: sales-onboarding-bootcamp-ae
        difficulty: core
        prompt: >
          Design a 60-day onboarding plan for a new AE joining a B2B SaaS company that sells forecasting software to sales leaders.
          Include drills, shadowing, and measurable checkpoints.
        must_include:
          - Ramp goal
          - Drills and repetitions
          - KPIs and checkpoints
        should_not_include:
          - ad hoc "read some docs" onboarding
      - id: sales-onboarding-bootcamp-sdr
        difficulty: boundary
        prompt: >
          Build a 30-day SDR bootcamp for an outbound-heavy team. We need pre-work, day-one readiness, call drills,
          shadowing, and a live-call ramp.
        must_include:
          - Day-one readiness
          - Explicit practice structure
          - Shadowing and live-call ramp
        should_not_include:
          - only product training with no repetitions
      - id: sales-onboarding-bootcamp-measurable
        difficulty: stress
        prompt: >
          Our current onboarding is a pile of docs and random meetings. Replace it with a measurable bootcamp for customer success managers.
        must_include:
          - Structured modules
          - Ongoing coaching cadence
          - Measurable checkpoint logic
        should_not_include:
          - vague orientation plan

  - skill: sales-manager-readiness
    skill_path: skills/sales-manager-readiness/SKILL.md
    contract_sections:
      - Readiness verdict
      - Why
      - Missing exit criteria
      - Recommended manager profile
      - Scope of role
      - First 90-day priorities
      - Handoff risks
    cases:
      - id: sales-manager-readiness-ready
        difficulty: core
        prompt: >
          We have two AEs who can close consistently, one SDR, and I am still reviewing pipeline and coaching everyone myself.
          Is it time to hire a sales manager? If yes, what profile should I hire and what should their first 90 days be?
        must_include:
          - Clear readiness verdict
          - Profile appropriate to current scale
          - First 90-day priorities
        should_not_include:
          - title inflation
      - id: sales-manager-readiness-not-yet
        difficulty: boundary
        prompt: >
          I am still the only seller who can consistently close, our qualification process changes every month, and onboarding for new reps is ad hoc.
          Should I hire a sales manager now?
        must_include:
          - Not-yet verdict
          - Missing exit criteria
          - Constructive next steps
        should_not_include:
          - premature manager recommendation
      - id: sales-manager-readiness-team-lead
        difficulty: stress
        prompt: >
          We have one AE and one SDR. The AE mainly needs day-to-day coaching, but I still want to own hiring and broader sales design.
          Do I need a true manager, a team lead, or another seller?
        must_include:
          - Distinction between IC, team lead, and manager
          - Scope logic
          - Handoff risks
        should_not_include:
          - defaulting to a full manager without justification