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roe-governance skill

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This skill codifies sales rules of engagement, escalation paths, and exception workflows to streamline GTM governance.

npx playbooks add skill gtmagents/gtm-agents --skill roe-governance

Review the files below or copy the command above to add this skill to your agents.

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SKILL.md

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---
name: roe-governance
description: Use to codify sales rules of engagement, escalation paths, and exception
  workflows.
---

# Rules of Engagement Governance Skill

## When to Use
- Rolling out new territory models with updated ownership rules.
- Resolving channel, partner, or segment conflicts.
- Documenting escalation paths for deal desk, pricing, or product requests.

## Framework
1. **Stakeholder Map** – identify sales, CS, partner, legal, and ops owners.
2. **Rule Definition** – outline assignment logic, routing triggers, and timeframe SLAs.
3. **Exception Handling** – document approval tiers, SLAs, and data required for review.
4. **Enablement & Change Mgmt** – create briefs, FAQs, and office-hour plans.
5. **Compliance & Audit** – track decision logs, metrics, and quarterly refresh cadence.

## Templates
- ROE decision tree and ownership matrix.
- Exception request form + approval checklist.
- Communication kit (email, deck, FAQ) for GTM + partner teams.

## Tips
- Keep rules simple enough for reps/channel partners to recall.
- Tie every rule to a KPI (speed, fairness, CX) to reinforce intent.
- Archive exceptions in a shared system to surface policy drift.

---

Overview

This skill codifies sales rules of engagement, escalation paths, and exception workflows to make deal routing, ownership, and approvals consistent across go-to-market teams. It packages stakeholder maps, decision logic, templates, and audit practices so revenue operations can enforce and scale fair, measurable processes. The goal is faster, less contested handoffs and clear accountability for reps, partners, and ops.

How this skill works

Define owners and touchpoints with a stakeholder map, then encode assignment logic and routing triggers as explicit rules. Capture exception workflows with approval tiers, required evidence, and SLAs. Include communication kits and onboarding artifacts so reps and partners can follow the rules, and log decisions for audit and periodic refresh.

When to use it

Rolling out new territory or coverage models with updated ownership rules
Resolving channel, partner, or segment ownership conflicts
Documenting escalation paths for deal desk, pricing, or product exceptions
Standardizing approval workflows for discounts, special terms, or product trials
Preparing compliance and audit-ready decision records for revenue governance

Best practices

Map every rule to a measurable KPI (speed, fairness, customer experience) to reinforce intent
Keep rules simple and memorizable for reps and partners to reduce process friction
Require minimal, structured data on exception requests to speed reviewer decisions
Archive exceptions and decision logs in a shared system to detect policy drift
Run quarterly reviews to refresh rules, SLAs, and stakeholder responsibilities

Example use cases

Implementing an ownership matrix that determines lead assignment by region, ARR, and product
Creating an exception request form with a checklist for deal-desk approvals
Defining escalation steps for pricing overrides including approver tiers and SLAs
Launching a communication kit (email, deck, FAQ) to train GTM teams on new rules
Auditing decision logs to identify repeated exceptions and update policy

FAQ

How do I keep rules simple but complete?

Limit rules to the minimum conditions that change routing or approval and capture edge cases as documented exceptions with clear evidence requirements.

What should be included in an exception request?

Include the deal context, impacted KPI, requested deviation, justification, supporting data, and the requested approver tier and SLA.