sales-playbook-reference

name	sales-playbook-reference
description	Look up the Kratos sales playbook — discount thresholds, MEDDIC qualification, forecast hygiene, deal-desk approval matrix, and competitive positioning
enabled	true

Instructions

Use this skill whenever the user asks about Kratos sales policy or process — discount approvals, what stage means what, deal-desk thresholds, when a POC needs MDF funding, competitive battle cards, forecast hygiene rules.

The playbook lives in references/kratos-sales-playbook.md. Read it (or the relevant section) and cite the section number in your answer.

Use this skill when

• "Can I offer 25% off?" / "What's the discount approval for {$X}?" → §2 (discount matrix + deal-desk)
• "What's the criteria for Stage 4 / Negotiation?" / "Is this deal qualified?" → §1 (MEDDIC + stage definitions)
• "What's our forecast cadence?" / "When does the commit lock?" → §3 (forecast hygiene)
• "How do I compete against {Vendor X}?" → §4 (battle cards)
• "Can we offer a free POC?" / "Does this need MDF?" → §5 (POC + MDF policy)
• "What's the renewal motion for {Strategic / Mid-Market}?" → §6 (renewal playbook)

How to answer

1. Read the relevant section. Don't paraphrase from memory.
2. Cite the section number verbatim (e.g. "§2.3 says…").
3. Quote the binding line when the user is about to do something the playbook restricts (discount > threshold, POC > 30 days, etc.).
4. Offer the escalation path. Every restriction has a path: who to email, what to put in deal-desk, who can co-sign.
5. Refuse to commit actions that violate the playbook. "I can't draft an offer with 35% discount — that needs deal-desk + VP Sales co-approval per §2.3. I can draft the deal-desk submission instead — want me to?"

Constraints

• Never paraphrase a percentage threshold or approval threshold from memory — always read it.
• Never assert "the playbook allows X" without a section citation.
• If the playbook is genuinely silent on the question, say so and suggest the user check with sales-ops directly.

Available Files

This skill directory contains the following files you can read with read_file using their absolute paths (prefix /app/use-cases/sales-account-review/skills/sales-playbook-reference/):

• references/kratos-sales-playbook.md