Skill: Activation Tracking

Purpose

Drive signed salons to their first customer booking within 30 days and recover stalled activations before the window closes.

Serves Goals

• Activation rate (>60%).
• Pipeline velocity (<14 days lead to active).

Definitions

• Activation event: the salon's first confirmed customer booking within 30 days of signup.
• Activation window: day 0 (signup) to day 30.
• Stalled activation: profile published but zero bookings by day 10.

Activation Milestones

1. Day 0: signup complete.
2. Day 3: profile published (handoff to ONBOARDING_FUNNEL if not met).
3. Day 7: first customer booking received.
4. Day 14: first review received.
5. Day 30: activation window closes; count toward activation rate.

Inputs

• glossgo-be: salon publish status, booking events, review events.
• MEMORY.md: recovery playbooks that have worked.
• journal/: signals from booking-assistant (booking demand) and reputation-manager (review flow readiness).

Process

1. Pull all signups from the last 30 days; score each against the milestone timeline.
2. For any salon at day 10 with zero bookings: flag as stalled.
3. Diagnose stalled cause:
   • Profile not published: escalate to ONBOARDING_FUNNEL.
   • Profile published but no discovery: hand to marketing-autopilot (local boost) or local-marketing.
   • Discovery but no conversion: hand to booking-assistant for a first-booking nudge flow and reputation-manager to seed an opening review.
4. Re-check stalled cohort at day 14 and day 20. If no movement by day 20, mark for HUMAN review.
5. Close the cohort at day 30 and record activated vs not-activated with cause.
6. Feed activation causes back to SALES_PLAYBOOK and ONBOARDING_FUNNEL.

Outputs

• outputs/YYYY-MM-DD_activation_cohort.md: cohort view of signups, milestones hit, stalled, activated.
• Journal entries: stalled-salon escalations, recovery wins.
• Memory updates: proven recovery interventions.

Quality Bar

• Activation rate is reported per signup cohort (week) and per city, not as a single blended number.
• Stalled salons are routed within 1 business day of being flagged.
• Recovery interventions carry an attributed impact number (delta activation vs non-intervened comparable cohort).

Tools

• glossgo-be booking and review endpoints.
• booking-assistant and reputation-manager handoffs.

Integration

• SALON_PIPELINE: activation status closes the pipeline loop.
• ONBOARDING_FUNNEL: upstream prerequisite.
• SALES_PLAYBOOK: recurring stall causes reshape the initial pitch and expectation-setting.

Skill: Chain Partnership

Purpose

Identify, qualify, and advance multi-location salon deals: salon chains, franchise groups, mall concentrations, and shared-ownership clusters.

Serves Goals

• Chain deals (>=1 signed by Q4 Y1).
• Monthly signups (each chain deal delivers 3-50 salons in one agreement).

Target Profiles

• Salon chains with 3+ branded locations.
• Franchise groups operating multiple independently owned units under one brand.
• Mall concentrations: 4+ salons under one shopping center operator.
• Shared-ownership clusters: one owner with 2+ salons in different districts.

Inputs

• knowledge/STRATEGY.md: phase geography constraints.
• knowledge/AUDIENCE.md: chain decision-maker profiles (owner, operations director, marketing director).
• MEMORY.md: successful deal patterns, chain-specific objections.
• journal/: signals from local-marketing on mall density, finance-fpa on commission model implications.

Process

1. Build and maintain a target chain list for the active phase geography.
2. Qualify each target: location count, Istanbul district coverage, decision-maker identified, estimated monthly bookings volume.
3. Identify decision-maker and run a tailored discovery call (not the standard single-salon demo).
4. Draft a deal memo with: chain profile, scope (locations), rollout plan, commission rate (standard), onboarding support package, success criteria, risks.
5. Route the memo to HUMAN for commercial signoff before offering terms.
6. Once signed, coordinate phased onboarding: 1-2 flagship locations first, then the rest within 60 days.
7. Track chain activation at the chain level, not just per salon.

Deal Memo Template

• Chain name and brand.
• Ownership structure (chain vs franchise vs shared-ownership).
• Locations in scope (addresses, districts, phase eligibility).
• Decision-maker (name, role, contact).
• Current booking system and commercial model.
• Proposed GlossGo terms (standard commission; onboarding support package).
• Rollout plan (flagship, then full).
• Success criteria (activation target, booking volume target, timeline).
• Risks and mitigations.
• Approval state (pending HUMAN).

Outputs

• outputs/YYYY-MM-DD_chain_memo_<chain>.md: one memo per chain deal.
• Journal entries: chain stage movements, signed deals, lost deals with reason.
• Memory updates: chain-specific objections, winning structures.

Quality Bar

• Every chain memo has a named decision-maker and a defined scope.
• No commercial terms are offered before HUMAN signoff.
• Activation is tracked at chain level: a chain deal is not successful until all in-scope locations are activated.

Tools

• Deal memo template.
• CRM chain record with linked salon records.
• glossgo-be bulk onboarding support (if available; else escalate to product-roadmap).

Integration

• SALON_PIPELINE: chain leads run on a parallel but linked pipeline track.
• ONBOARDING_FUNNEL: chain-specific rollout requires a phased onboarding plan.
• finance-fpa: commission model implications for high-volume chains.

Skill: Onboarding Funnel

Purpose

Convert signed salons to activated ones by optimizing the signup-to-first-booking funnel and removing step-level drop-off.

Serves Goals

• Activation rate (>60% within 30 days).
• Pipeline velocity (<14 days lead to active).

Inputs

• glossgo-be: onboarding step status per salon (profile complete, catalog upload, calendar sync, photo upload, first published).
• MEMORY.md: known friction points, support interventions that worked.
• journal/: product-roadmap status on onboarding blockers.
• knowledge/STRATEGY.md: premium-free trial terms and onboarding support offer (profile setup, photo shoots, catalog entry).

Onboarding Milestones

1. Profile complete: business info, address, hours, owner contact.
2. Catalog entered: at least 5 services with prices and durations.
3. Calendar synced: either internal availability or external calendar connection.
4. Photos uploaded: minimum 3 salon photos plus service photos.
5. Profile published: salon discoverable in search.

Process

1. Snapshot every signup cohort by week; compute completion rate per milestone.
2. Identify the step with the highest drop-off in the latest cohort.
3. Diagnose cause: product friction (hand to product-roadmap), content gap (hand to onboarding support), or owner disengagement (hand to ACTIVATION_TRACKING).
4. Trigger the correct intervention:
   • Profile / catalog friction: offer concierge setup call.
   • Photo gap: schedule the free photo shoot that is part of the premium-free trial.
   • Calendar sync issue: escalate to product-roadmap with repro steps.
5. Re-measure the same cohort after intervention; keep interventions that lift completion by >10 points.
6. Publish the funnel view weekly.

Outputs

• outputs/YYYY-MM-DD_onboarding_funnel.md: cohort-by-cohort milestone completion and drop-off diagnosis.
• Journal entries: blockers for product-roadmap, repeated friction themes.
• Memory updates: interventions proven to lift completion.

Quality Bar

• Every cohort has a published funnel chart with drop-off rate per milestone.
• Every identified drop-off has a logged diagnosis and an assigned owner (this agent, product-roadmap, or external support).
• Intervention impact is measured against a comparable cohort, not against a vanity baseline.

Tools

• glossgo-be onboarding status endpoints.
• Photo shoot scheduling workflow.
• Concierge setup call calendar.

Integration

• SALON_PIPELINE: Signed stage feeds this skill.
• ACTIVATION_TRACKING: funnel completion is a prerequisite but not sufficient for activation.
• SALES_PLAYBOOK: recurring friction insights update the initial pitch expectations.

Skill: Sales Playbook

Purpose

Maintain the rep enablement kit (scripts, objection handling, case studies, demo environment) and update it quarterly based on win-loss data.

Serves Goals

• Sales rep productivity (>30 signups / rep / month once team exists).
• Monthly signups (higher-quality pitch = higher conversion).

Inputs

• MEMORY.md: winning pitch patterns, losing patterns, top objections.
• journal/: lost-deal reasons logged by SALON_PIPELINE.
• Activation and onboarding data from ACTIVATION_TRACKING and ONBOARDING_FUNNEL (to ground expectation-setting in reality).
• knowledge/AUDIENCE.md: salon owner personas and motivations.
• knowledge/STRATEGY.md: commercial model (free join, commission only, no subscription, no setup fees).

Playbook Components

1. Outbound scripts: door-to-door, phone, WhatsApp, email. One per channel.
2. Demo flow: 10-15 minute walkthrough covering profile, catalog, calendar, booking flow, commission model, free onboarding support.
3. Objection handling: one-page card covering the top 10 objections and proven responses.
4. Case studies: 3-5 activated salon stories with signup-to-first-booking timeline and booking uplift.
5. Demo environment: a sandbox salon account reps can show live.
6. FAQ: commission rate, payout timing, onboarding support scope, exclusivity.

Process

1. Each quarter, pull win-loss data: reasons won, reasons lost, top objections, activation stall causes.
2. Update objection handling card with the latest top-10 list and winning responses.
3. Replace the weakest case study with a fresh activated salon (photo, quote, numbers).
4. Refresh scripts against current commercial reality and product capabilities.
5. Verify the demo environment still reflects production (profile, catalog, booking flow).
6. Publish the updated playbook and archive the prior version for reference.
7. Deliver a short changelog so existing reps can absorb only what changed.

Outputs

• outputs/YYYY-MM-DD_playbook_update.md: quarterly changelog.
• Playbook artifacts (scripts, objection card, case studies) stored in outputs/ or a shared enablement location.
• Memory updates: winning patterns promoted from journal to MEMORY after 3+ confirmations.

Quality Bar

• No script promises terms outside the free-join + commission model.
• Every objection response is backed by an outcome from the pipeline, not opinion.
• Case studies name the salon, district, and real numbers (with permission).
• Demo environment parity with production is verified before each quarterly release.

Tools

• CRM win-loss report.
• glossgo-be demo sandbox.
• Doc template shared across the sales team.

Integration

• SALON_PIPELINE: feeds win-loss data in; receives updated scripts.
• ONBOARDING_FUNNEL and ACTIVATION_TRACKING: ensure pitch sets realistic expectations about onboarding effort and activation timeline.
• CHAIN_PARTNERSHIP: chain-specific pitch variant lives inside the playbook.

Skill: Salon Pipeline

Purpose

Track every salon lead from Prospecting to Activated, nudge stuck deals daily, and keep pipeline velocity under 14 days.

Serves Goals

• Monthly signups (Y1: 16/mo, scaling to Y5: 1250/mo).
• Pipeline velocity (<14 days lead to active).

Inputs

• knowledge/STRATEGY.md: active phase geography and monthly target.
• knowledge/AUDIENCE.md: salon owner personas by district and segment.
• MEMORY.md: winning outbound channels, conversion by stage.
• journal/: lead signals from marketing-autopilot, local-marketing, door-to-door rep reports.
• glossgo-be: salon signup endpoints and pipeline state.

Pipeline Stages

1. Prospecting: identified salon, no contact yet.
2. Contacted: first outreach sent (door-to-door visit, call, WhatsApp, email).
3. Demo: live product walkthrough booked or delivered.
4. Signed: salon completed signup.
5. Activated: first customer booking confirmed within 30 days of signup.

Process

1. Load current pipeline state per stage and per city/district.
2. Flag deals stuck >3 days in any stage; assign a nudge action.
3. For Prospecting: verify the salon is in the active phase geography (Y1 = 5 Istanbul districts) before committing effort.
4. For Contacted: schedule follow-up within 48h if no reply.
5. For Demo: confirm demo attendance and log objections raised.
6. For Signed: hand off to ONBOARDING_FUNNEL and ACTIVATION_TRACKING.
7. Log daily pipeline delta: added, advanced, stalled, lost.
8. Produce weekly pipeline report with stage-by-stage conversion and average days in stage.

Outputs

• outputs/YYYY-MM-DD_pipeline_report.md: weekly pipeline snapshot.
• Journal entries: stalled deals needing marketing-autopilot or local-marketing support.
• Memory updates: conversion rates by stage, by city, by lead source.

Quality Bar

• Every lead has a stage, owner, and next-action date.
• No deal sits >3 days without a logged action.
• Pipeline report shows stage-by-stage conversion and velocity, not just totals.
• Lost deals carry a recorded reason that feeds SALES_PLAYBOOK.

Tools

• glossgo-be salon signup and onboarding endpoints.
• CRM or pipeline tracker (source of truth for stage, owner, next action).
• WhatsApp Business, email, calendar for outreach.

Integration

• ONBOARDING_FUNNEL: Signed stage hands off to onboarding.
• ACTIVATION_TRACKING: Signed-but-not-activated stays on radar.
• SALES_PLAYBOOK: lost-reason data updates scripts and objection handling.
• CHAIN_PARTNERSHIP: multi-location leads route to the chain track.