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Agent skill

Sales Compensation And Territory

by cbrock84 in cbrock84/headcount

Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in…

MITAuto-check passed

Install Sales Compensation And Territory

skills CLI
$ npx skills add cbrock84/headcount --skill sales-compensation-and-territory -a claude-code

Project install by default; add -g for ~/.claude/skills/.

GitHub CLI
$ gh skill install cbrock84/headcount sales-compensation-and-territory --agent claude-code

Project scope by default; add --scope user for a personal install. Needs GitHub CLI 2.90.0 or later (public preview).

Manual copy
$ git clone --depth 1 https://github.com/cbrock84/headcount.git skills-src && mkdir -p .claude/skills && cp -r skills-src/plugins/revenue/skills/sales-compensation-and-territory .claude/skills/sales-compensation-and-territory && rm -rf skills-src

Use ~/.claude/skills/ instead of .claude/skills for a personal install. The folder must contain SKILL.md.

Claude Code skills documentation · loads skills from .claude/skills/

Facts

Skill name
sales-compensation-and-territory
GitHub stars
2k
Token cost
~1.3k tokens
SKILL.md length
763 words
Files
2 (incl. references)
Skills in repo
178
Repo updated
First seen
Licence
MIT

At a glance

Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in…

  • SKILL.md covers Size territories on potential,…, Set quotas people hit often…, Pay on the outcome you… and Draws, caps and clawbacks, plus 5 more sections
  • Instructions only: no scripts, shell commands, URLs or credentials in SKILL.md

What it does

Sales Compensation And Territory is an agent skill from cbrock84/headcount. Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in, choosing what to pay on, handling accelerators, draws, clawbacks and disputes, and changing a plan without destroying trust. Use this to build or fix a comp plan, allocate territories, work out why reps are chasing the wrong deals, or plan a mid-year change.

Its SKILL.md is about 1.3k tokens, which your agent loads only when the skill is triggered. The skill folder holds 2 other files, including reference files (for example `references/sources.md`).

The repository describes itself as: An agent organization structured as a company — 15+ departments, 125+ skills, each independently installable, citing the standards and regulators that settle the question. Runs… The licence is MIT.

Example prompts

  • “Use the sales-compensation-and-territory skill to design quotas, territories and commission plans that produce the behavior the business needs —…”
  • “/sales-compensation-and-territory”

What it can do on your machine

Read from SKILL.md and the folder at commit 98d1c17. It shows what the files ask for, not the result of running them.

  • Tool permissions

    Pre-approves nothing: there is no allowed-tools line, so your agent's usual permission prompts apply.

    From allowed-tools in the SKILL.md frontmatter.

  • Runs code

    No scripts in the folder and no shell commands in SKILL.md.

    From the folder's file list and the shell code blocks in SKILL.md.

  • Network

    No URLs in SKILL.md.

    From URLs in SKILL.md, links to its own repository left out.

  • Credentials

    Names no API keys, tokens, secrets or passwords.

    From names ending in _API_KEY, _TOKEN, _SECRET, _KEY or _PASSWORD in SKILL.md.

Context cost

Sales Compensation And Territory loads about 1.3k tokens when it runs, and up to ~1.7k if it reads all its reference files. Until then it costs about 122 tokens; SKILL.md has 763 words of instructions outside code blocks.

Always · name and description, kept in context so the agent knows when to use it
~122
When it runs · the whole SKILL.md, loaded when a task matches
~1.3k
With references · SKILL.md plus every file in references/, read only if the agent opens them
~1.7k

Estimates: characters ÷ 4, the usual rule of thumb; real counts depend on the model's tokenizer. Scripts and assets cost tokens only if the agent reads them.

Safety

Auto-check passed

The automated check found no risky patterns in SKILL.md.

Automated static check — not a guarantee. Review scripts before installing. It scans the text of SKILL.md for risky patterns (piping downloads into a shell, reading credential files, hidden Unicode, destructive commands); files beside SKILL.md are not scanned.

SKILL.md

The full file from cbrock84/headcount at commit 98d1c17, republished under its MIT licence (© cbrock84). 763 words, ~1,321 tokens.

Download SKILL.mdSave it as .claude/skills/sales-compensation-and-territory/SKILL.md (or your agent's skills folder). This skill also uses 1 other file; get the full folder from GitHub.
name
sales-compensation-and-territory
description
Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in, choosing what to pay on, handling accelerators, draws, clawbacks and disputes, and changing a plan without destroying trust. Use this to build or fix a comp plan, allocate territories, work out why reps are chasing the wrong deals, or plan a mid-year change.

Sales compensation and territory

A compensation plan is the clearest statement a company makes about what it actually wants. Reps will optimize it precisely, including in the ways you did not intend, and that is not a character flaw — it is the plan working.

Size territories on potential, not on the current book

A territory built from existing accounts rewards whoever inherited the good one and guarantees the argument that follows. Build from addressable potential — accounts that fit, weighted by how many of them could plausibly buy — then check that each territory can support the quota you intend to put on it.

A quota a territory mathematically cannot carry is not a stretch goal, it is a resignation on a delay. Do that arithmetic before assigning, and expect to find one or two territories that fail it.

Rebalance on a known cadence, so it is a process rather than a punishment, and account for in-flight pipeline when accounts move.

Set quotas people hit often enough to believe

If most of the team misses, the plan has stopped motivating and started demoralizing; the number is noise and everyone knows it. If nearly everyone clears easily, you are paying above market for average performance.

A distribution where a solid majority reach target, with real upside above it, keeps the plan credible. Build the aggregate from the territories rather than dividing the company number by headcount — the second is how you end up with quotas nobody accepted.

Account for ramp explicitly for new hires rather than pretending a first quarter is a normal one.

Pay on the outcome you actually want, and keep it simple

  • What you pay on should be the thing you want more of. Paying purely on new bookings gets you new bookings, including bad ones that churn.
  • Consider what protects quality: margin or discount-adjusted credit, a clawback window on early churn, or paying on collected revenue rather than signed.
  • Three components is usually the limit. A plan a rep cannot compute in their head does not change behavior, because they cannot see which action pays. Complexity in a comp plan is a design failure, not sophistication.

Accelerators above target are worth the money — that is where discretionary effort lives. Decelerators below target usually just accelerate the departure of someone already struggling.

Draws, caps and clawbacks

A recoverable draw supports ramp but creates debt; make the recovery schedule explicit or it becomes a surprise. Caps on upside are almost always a mistake — you are punishing the outcome you paid to create, and the rep will simply move the deal into the next period, which is worse for forecasting than the extra commission.

Clawbacks for early churn or non-payment are defensible when the window is short and stated in advance. Applied retroactively they cost more trust than they recover in money.

Show full SKILL.md (293 more words)Show less

Write down how disputes get settled

Split credit, who owns an account that moved territories, what happens when a deal slips across a period boundary, how a commission on a modified contract is computed. Decide these before they occur and publish them — every one of these arguments is worse when the answer is invented under pressure by someone with an interest in the outcome.

Change plans with notice, and honor what was already earned

Mid-period changes are occasionally necessary and always expensive in trust. Give notice, explain the reason, and never restate a commission already earned under the prior plan. A team that believes the plan can be changed retroactively stops treating it as an incentive.

Sources

references/sources.md in this skill lists the outside authorities that settle the questions here — what each one is authoritative for, and what you may do with it. Check them before answering on anything they cover, and cite what you used. Most are free to read and not free to reproduce; the use note on each is binding.

Tooling

Commission calculation: CaptivateIQ, Spiff, Everstage, Xactly, and similar. The threshold for buying is not headcount, it is the point at which a spreadsheet error would go unnoticed — which arrives earlier than most teams expect.

Territory and quota planning: Fullcast, Salesforce Maps, Varicent, and similar; a well-built model covers a single-segment team.

Whatever calculates it, reps need a statement they can check themselves. Disputes are expensive in trust long before they are expensive in money.

Never

  • Assign a quota to a territory that cannot mathematically support it.
  • Add a component to a plan that a rep cannot compute without a spreadsheet.
  • Cap upside on the performance you designed the plan to produce.
  • Change terms retroactively for a period already worked.

© cbrock84, MIT. Rendered from Markdown: HTML in the file is shown as text, images as links, and headings moved down two levels. Raw file

Files

SKILL.md and 1 other file (references) in plugins/revenue/skills/sales-compensation-and-territory of cbrock84/headcount.

  • SKILL.md
  • references/sources.md

Open the folder on GitHubat commit 98d1c17

Compare with similar skills

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Design Audit Against Rams' Principlesthedotmack/claude-mem99k—~4.6kAutomated safety check: PassApache-2.0
Design Systemaffaan-m/ECC276k—~698Automated safety check: PassMIT
Design Guidepaperclipai/paperclip100k1 repos~3.1kAutomated safety check: PassMIT

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Questions about Sales Compensation And Territory

What does Sales Compensation And Territory do?

Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in…. Sales Compensation And Territory is an agent skill from cbrock84/headcount. Designs quotas, territories and commission plans that produce the behavior the business needs — sizing territories against real potential, setting quotas people can hit often enough to believe in, choosing what to pay on, handling accelerators, draws, clawbacks and disputes, and changing a plan without destroying trust.

How do I install Sales Compensation And Territory in Claude Code?

Run `npx skills add cbrock84/headcount --skill sales-compensation-and-territory -a claude-code`. Or copy the skill folder (plugins/revenue/skills/sales-compensation-and-territory in cbrock84/headcount) into .claude/skills/sales-compensation-and-territory in your project. Claude Code loads it when a task matches its description.

How do I install Sales Compensation And Territory in Codex?

Run `npx skills add cbrock84/headcount --skill sales-compensation-and-territory -a codex`. Or copy the skill folder (plugins/revenue/skills/sales-compensation-and-territory in cbrock84/headcount) into .agents/skills/sales-compensation-and-territory in your project. Codex loads it when a task matches its description.

Can I use Sales Compensation And Territory in Cursor, Gemini CLI or GitHub Copilot?

Cursor, Gemini CLI, GitHub Copilot and OpenCode also load SKILL.md folders. With the skills CLI, run `npx skills add cbrock84/headcount --skill sales-compensation-and-territory -a cursor` (or -a gemini-cli, github-copilot or opencode for the others). To copy it by hand, put the folder in .cursor/skills/sales-compensation-and-territory, .gemini/skills/sales-compensation-and-territory, .github/skills/sales-compensation-and-territory and .opencode/skills/sales-compensation-and-territory in your project.

What does Sales Compensation And Territory need to run?

SKILL.md names no scripts, command-line tools or credentials: Sales Compensation And Territory is instructions for the agent only.

Does Sales Compensation And Territory access the network?

SKILL.md contains no URLs. Any network use would come from the scripts or tools the agent runs. This is read from the text; nothing was executed.

Is Sales Compensation And Territory safe to install?

Our automated static check of SKILL.md found no risky patterns, such as piping downloads into a shell, reading credential files or hidden Unicode. It is not a guarantee. Review the folder before installing.

What licence does Sales Compensation And Territory use?

Sales Compensation And Territory is published under the MIT licence (the repository's licence). It allows redistribution, so the full SKILL.md is shown on this page.

How many tokens does Sales Compensation And Territory use?

About 1.3k tokens (SKILL.md is roughly 5.3k characters). Agents keep only the skill's name and description in context until a task matches; then they load SKILL.md in full. Its references folder adds about 345 tokens, read only when the agent opens those files.

What are the alternatives to Sales Compensation And Territory?

Skills that share tags, products or a category with Sales Compensation And Territory: Plan Design Review (garrytan/gstack, 136k stars), Plan Design Review (nexu-io/open-design, 100k stars), Design Audit Against Rams' Principles (thedotmack/claude-mem, 99k stars) and Design System (affaan-m/ECC, 276k stars). The comparison table on this page puts their stars, adoption, token cost, safety result and licence side by side.

Who maintains Sales Compensation And Territory?

cbrock84 (a GitHub user) maintains it in cbrock84/headcount, which has 2,022 GitHub stars. The repository holds 178 skills in this directory. The repository was last updated on September 17, 2026.

Source: cbrock84/headcount on GitHub. Facts on this page come from the repository at the commit we read; the author's words are quoted as theirs.