| name | rep-profile |
| description | Hyper-personalization engine that adapts all enablement content to each rep's skill level, experience, deal patterns, and learning style. Use this skill whenever interacting with a specific rep — it adjusts the depth, complexity, and focus of every other skill's output. Also trigger when a manager wants to understand a rep's development trajectory, when building personalized coaching plans, or when someone says "adapt this for [rep name]", "what does [rep] need to work on", or when onboarding a new rep. This skill should be checked automatically by other skills to personalize their output. |
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
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 │
└─────────────────────────────────────────────────────────────────┘
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 (< 90 days, ramp stage)
- Always include the full framework explanation (don't assume they know SPIN, MEDDIC, etc.)
- Provide templates they can follow word-for-word
- Add context for why each step matters
- Include checklists so nothing gets missed
- Tone: Supportive, educational, encouraging
For Mid-Level Reps (90 days - 2 years)
- Skip basics — reference frameworks by name without re-explaining
- Focus on their weak spots — if they score 2/5 on negotiation, weight content toward that
- Include nuance — edge cases, when to break the rules, situational judgment
- Challenge them — "What would you do differently if the champion left?"
- Tone: Collaborative, coaching-oriented
For Senior Reps (2+ years, top performers)
- Be brief — they don't need hand-holding
- Provide intel, not instructions — competitive data, deal insights, customer patterns
- Focus on advanced scenarios — multi-threaded deals, executive selling, complex negotiations
- Ask their opinion — "You've seen this before — what's worked?"
- Tone: Peer, strategic partner
For Managers
- Data-driven — metrics, trends, comparisons
- Team-level patterns — not just individual deals
- Coaching-ready — frame insights as coaching conversation starters
- Action-oriented — "Here's what to focus on in your 1:1s this week"
- Tone: Strategic, analytical
Building a Profile
From Scratch
When you don't have a profile yet:
- Ask role and experience level
- Ask about recent deals (2-3 wins and losses)
- Ask what they feel strongest/weakest at
- Ask their manager for input (if available)
- Create initial profile in
memory/team.md
From Interactions
Every time a rep uses the plugin:
- Note what they asked for help with (signals a gap)
- Note what they didn't need help with (signals strength)
- After coaching sessions, update skill scores
- After deal outcomes, update deal patterns
- Track improvement trends over time
From Data
If CRM is connected:
- Pull win rate, deal size, cycle length
- Identify which stages they lose deals at
- Compare to team averages
- Auto-generate data-driven skill insights
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
