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Sales/GTM — templates and documentation standards

Owner: Sales / GTM team Last updated: 2026-05-01

Template registry

Status#Document typeFileSkillNotes
✅I1SOW (Statement of Work)knowledge/standards/02-writing/SOWs/sow-template.mdgtm-sow + sow-writing-agent.mdMature — 291 lines, 12 sections
🟡I2SOW-to-Project-Plan Mappingknowledge/delivery/03-project-lifecycle/sow-project-plan-template.md—Two copies exist; consolidate
🟡I3Offer / Service Proposalknowledge/sales/services/templates/offer-template.md—Thin at 63 lines; upgrade applied
🔴I4Pricing Quoteknowledge/sales/templates/pricing-quote-template.md—New — fill-in deal quote template
✅II1HubSpot Deal Record— (skill-based)hubspot-deal-standards + hubspot-new-opportunityCRM-native; no standalone template needed
🟡II2Lead Playknowledge/sales/leads/_templates/lead-play-template.mdlead-playUpgraded — conventions + QA checklist
🔴II3Discovery Briefknowledge/sales/templates/discovery-brief-template.md—New — pre-SOW discovery capture
🟡III1Campaign Briefknowledge/sales/campaign-launch/CAMPAIGN_BRIEF_TEMPLATE.mdgtm-campaign-briefUpgraded — QA checklist + guardrails
✅III2Campaign Post / Social Contentknowledge/sales/campaign-launch/CAMPAIGN_POST_TEMPLATE.md—Good template
✅III3Message Sequenceknowledge/sales/partners/templates/outreach-sequences.mdgtm-message-sequenceSkill-based; template exists for partner
🟡III4Demo Scriptknowledge/sales/campaign-launch/demos/DEMO_SCRIPT_TEMPLATE.md—Two copies; this one is canonical
🟡III5Campaign Launch Checklistknowledge/sales/campaign-launch/CAMPAIGN_LAUNCH_CHECKLIST.md—Standalone; could integrate with brief
✅IV1Partner Account Briefknowledge/sales/partners/templates/account-brief-template.md—Exists in partner templates
✅IV2Co-sell Playbookknowledge/sales/partners/templates/co-sell-playbook-template.md—Exists
✅IV3Partner Control Centerknowledge/sales/partners/templates/partner-control-center-template.md—Exists
✅IV4Partner Outreach Sequencesknowledge/sales/partners/templates/outreach-sequences.md—Exists
✅IV5Partner Evaluationknowledge/sales/partners/templates/partner-qualification-questions.md—Multiple docs; one reference sufficient
✅IV6Partner Activation Playbookknowledge/sales/partners/playbooks/90-day-activation-playbook.md—Exists
✅V1CSO Presentationknowledge/delivery/02-meetings-and-cadence/project-review-meeting/cso-presentation-template.md—Exists
✅V2Client Health Scorecard— (skill-based)client-health-scorecardSkill-based
✅V3Escalation Triage Report— (skill-based)escalation-triageSkill-based
✅V4SOW-vs-Delivered Audit— (skill-based)sow-vs-delivered-auditSkill-based
✅V5Weekly WBR Actuals— (skill-based)gtm-wbr-weekly-actualsSkill-based
✅V6Negotiation Precedentknowledge/sales/negotiation-precedents/_template.md—Template exists
✅V7Deal Execution / M&Aknowledge/sales/services/planner-agent/deal-execution-template.md—Niche but documented

Legend: ✅ = mature · 🟡 = upgrade/consolidation needed · 🔴 = gap filled

Quality principles (Sales/GTM)

Adapted from the Data suite’s 10-point checklist for Sales/GTM context:

  1. When to use vs when NOT to use — differentiation from adjacent templates
  2. Outcome-first executive section — lead with the outcome (Pyramid Principle for sales)
  3. Fill-in-the-blank — [placeholders] with concrete example values
  4. Dual-audience calibration — executive decision-makers get the summary; implementers get the detail
  5. Related artifacts table — links between SOW, pricing, campaign brief, etc.
  6. Tables for structured data — pricing, timeline, comparison matrices
  7. Agent guardrails appendix — banned sales fluff, style rules
  8. Pre-handoff QA checklist appendix — verify before sending to client

Directory tree

knowledge/sales/templates/
├── README.md                                    # this file — registry
├── SALES_DOCUMENTATION_SUITE_BLUEPRINT.md        # full suite architecture
├── pricing-quote-template.md                    # I4
├── discovery-brief-template.md                  # II3

# Existing templates (not moved — referenced from registry):
knowledge/standards/02-writing/SOWs/              # I1 — SOW template + checklist
knowledge/sales/services/templates/               # I3 — Offer template
knowledge/sales/campaign-launch/                   # III1, III2, III5 — Campaign docs
knowledge/sales/leads/_templates/                 # II2 — Lead play
knowledge/sales/partners/templates/               # IV1–IV6 — Partner docs
knowledge/sales/negotiation-precedents/           # V6 — Negotiation template
knowledge/delivery/03-project-lifecycle/          # I2 — SOW-to-Project-Plan
  • Data suite: knowledge/delivery/service-lines/data/templates/README.md
  • Full plan: docs/plans/2026-05-01-002-feat-sales-gtm-documentation-suite-plan.md

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