Live skills graph for the revenue org (L5)
Instead of an annual skills survey, maintain a live graph of demonstrated skill per rep built from call scores, certifications, deal outcomes, and content usage. Enablement plans against evidence rather than opinion.
The steps
- 01
Define skills as observable evidence
Tool: Manual
Each skill needs at least two independent evidence sources, for example discovery depth from call rubric plus multithreading from contact roles. One source is an opinion with a number on it. Owner: enablement leader. DoD: skill dictionary with evidence sources per skill.
- 02
Build the graph in the warehouse
Tool: Snowflake
Model it as rep by skill by month with evidence counts, not a single composite score. Composites hide the thing you need to coach. Owner: data team. DoD: table refreshes weekly with lineage documented.
- 03
Publish honest confidence
Tool: Salesforce
Show low confidence where evidence is thin rather than filling in a score. Enablement decisions made on thin evidence are how you lose the room. Pitfall: ranking reps publicly on a noisy composite. DoD: every skill cell shows evidence count.
- 04
Plan the curriculum from the gaps
Tool: Manual
Build next quarter's curriculum from the two weakest widely held skills, not from the newest content idea. Publish the reasoning so the org sees the link. Owner: enablement. DoD: quarterly plan cites specific graph gaps.
Tools in this playbook
- Manual
- Snowflake
- Salesforce
Next playbooks
Unfamiliar terms are defined in the AI and Revenue Dictionary. Related frameworks live in the framework library.