Reads an account into one document: what it wants, what is going on inside it, and what nothing answered. Use it when running `ref/sls/research-an-account`.
Reads an opening somebody else spotted against the open deals and against the plan: whether anybody is already on the same ground, roughly what it could be worth, and whether the plan already says to sell it. Use it when running `ref/sls/spot-an-expansion`.
Lists what could be sold into the account, puts a size band on each one, and tests each against the read. Use it when running `ref/sls/write-an-account-plan`.
Reads the account again before an opening is put to the customer, sets the timing against the contract they already hold, gets the go-ahead from inside, and opens the deal with its evidence on it. Use it when running `ref/sls/open-an-expansion-deal`.
Brings every plan in scope back up, tests what each one assumed against what actually happened, scores it, and sorts it into what happens next. Use it when running `ref/sls/review-the-account-plans`.
Says which decisions the people map has to cover before anybody starts mapping, and reads the finished map back with the account team. Use it when running `ref/sls/map-the-account-people`.
Puts the plan to the people who have to sign it, issues the signed version to everyone who acts on it, and sets the date it comes back up along with the tripwires that bring it back sooner. Use it when running `ref/sls/write-an-account-plan`.
Writes the plan around that order: what the plan is for, the assumptions written as statements a later review can test, the risks with what the plan does about each, the moves the account team commits to, and the asks that need somebody outside the team to…