Diagram Inventory & Spec

SO-FW-001

SalesOps System Map

Unit 0

System map

“What is the whole SalesOps operating system?”

Units 1–10 as connected modules; no handoffs; system boundary

SO-FW-002

SalesOps Spine (Lead → Close)

Unit 0

Pipeline map

“What is the unavoidable journey?”

Demand → Lead → Qualify → Nurture → Discovery → Proposal → Close → Manage → Measure

SO-FW-003

SalesOps Boundary & Interfaces

Unit 0

Boundary map

“What’s inside/outside SalesOps?”

SalesOps center; optional interfaces to People/Flow/Tech as inputs only

SO-U1-001

SalesOps Principles Stack

Layered stack

“What rules govern the system?”

Top 10 principles grouped (Truth, Flow, Clarity, Control, Integrity)

SO-U1-002

Heroics vs System Output

Two-lane comparison

“Why systems beat talent?”

Left: ad hoc chaos; Right: defined system; outcomes variance

SO-U2-001

Demand → Lead Capture Architecture

Input map

“Where do leads come from?”

Source categories (Inbound/Outbound/Partner/Reactivation) feeding a single capture point

SO-U2-002

Volume–Quality–Capacity Triangle

Triangle model

“How do we prevent overload or starvation?”

3 forces + what happens when one dominates

SO-U2-003

Lead Readiness Ladder

Ladder

“When is a lead sales-ready?”

Awareness → Problem-aware → Solution-aware → Decision-ready (and where nurture starts)

SO-U3-001

Qualification Gate (Fit × Intent)

Decision gate

“Advance, nurture, or exit?”

Fit axis + intent axis → outcomes (Advance / Nurture / Exit)

SO-U3-002

Routing & Ownership Model

Swimlane

“Who owns next action?”

Lead enters → gate → assigned owner → response SLA → escalation → reassignment

SO-U3-003

Clean Exit Path

Flow

“How do we exit without rot?”

Disqualify → tag reason → close loop message → re-entry conditions

SO-U4-001

Momentum Engine

Flow w/ gates

“How do deals move or exit?”

Next step scheduled OR exit; time-in-stage thresholds

SO-U4-002

Nurture Types Map

4-quadrant

“Which nurture is this?”

Early / Mid / Late / Dormant with entry/exit triggers

SO-U4-003

Aging Deal Escalation Tree

Decision tree

“What do we do when time exceeds threshold?”

Escalate → reset stage → disqualify → pause

SO-U5-001

Discovery Layers (Context→Problem→Impact→Decision)

Layered flow

“What must discovery produce?”

4 layers + required outputs (artifacts)

SO-U5-002

Sales Control Model

Flow

“How do we guide without pressure?”

Agenda → questions → alignment → mutual commitments → next step

SO-U5-003

Stakeholder Reveal Loop

Loop

“How do we prevent late surprises?”

Stakeholders surfaced early → validated → aligned

SO-U6-001

Proposal as Decision Document

Document flow

“What is a proposal’s job?”

Discovery outputs → proposal sections → decision path

SO-U6-002

Negotiation Trade-Off Model

Decision map

“How do concessions work?”

Constraint → trade-off options → revised scope/terms

SO-U6-003

Close Commitment Gate

Gate checklist

“Are we truly ready to close?”

Authority + scope + terms + next actions → Close / Not Ready

SO-U7-001

Management Operating Cadence

Calendar loop

“What happens weekly/monthly?”

Pipeline review, coaching, scorecards, forecast

SO-U7-002

Pipeline Review Diagnostic Flow

Swimlane

“How do we review without performance theater?”

Deal → truth check → risk → next step → exit

SO-U7-003

Coaching Loop

Loop

“How does performance improve?”

Observe → Diagnose → Clarify → Practice → Verify

SO-U8-001

Same System, Two Motions

Split flow

“Where does B2B/B2C diverge?”

Same stages, different depth + pacing

SO-U8-002

Motion Selector

Decision tree

“Are we B2B, B2C, or hybrid?”

Deal value/complexity/time-to-decision → motion

SO-U8-003

Management Signal Weighting

Bar/scale model

“What matters most by motion?”

B2B: deal health/forecast; B2C: speed/throughput

SO-U9-001

CRM as System of Record

Data flow

“What must be true in CRM?”

Events → CRM fields → reporting → decisions

SO-U9-002

Leading vs Lagging Indicators

Two-lane

“What predicts outcomes?”

Leading behaviors → conversions → outcomes

SO-U9-003

Data → Decision Feedback Loop

Loop

“How does data change behavior?”

Data → insight → action → new behavior → data

SO-U10-001

Implementation Phases 1–5

Roadmap

“How do we roll out SalesOps?”

Truth → Flow → Clarity → Management → Scale

SO-U10-002

Adoption Risk Signals

Decision tree

“When do we slow down?”

Inconsistent enforcement, bypassing CRM, exception creep

SO-U10-003

Maturity Ladder

Ladder

“Where are we now?”

Ad hoc → defined → controlled → scalable

SO-A-001

Outreach Message Architecture

A1/A2

Message model

Context → relevance → permission → direction

SO-A-002

Touchpoint Sequence Skeletons

A3

Sequence flow

early touches → re-engagement → exit

SO-A-003

Persistence Boundaries Map

A1/A3

Boundary chart

max touches + pause + re-entry

SO-B-001

Fit vs Intent Matrix

B1

2×2 matrix

Advance / Nurture / Exit

SO-B-002

Discovery Question Flow

B2

Flow

Context → Problem → Impact → Decision

SO-B-003

Stakeholder Map Template

B3

Canvas template

Eco buyer / owner / influencer / users / blockers

SO-C-001

Nurture Track Selector

C1

Decision tree

Early/Mid/Late/Dormant

SO-C-002

Objection Diagnosis Map

C2

Branching map

Price/timing/authority/trust/fit → root cause → response path

SO-D-001

Proposal Outline Blueprint

D1

Document template

6-section spine

SO-D-002

Concession Trade-off Wheel

D2

Wheel/map

scope/time/risk/terms exchanges

SO-D-003

Close Readiness Checklist Gate

D3

Gate

ready/not ready logic

SO-E-001

Pipeline Review Board

E1

Board layout

deal fields + next step + risk + exit

SO-E-002

Coaching Loop Diagram

E2

Loop

observe → diagnose → practice → verify

SO-E-003

Scorecard Layers

E3

3-layer stack

activity → conversion → outcomes

SO-F-001

Maturity Assessment Radar

F1

Radar

6 dimensions (lead/qual/discovery/pipeline/management/data)

SO-F-002

Rollout Checklist Flow

F2

Flow

phase gates + exit criteria