Sales提示词

---
name: sales-research
description: 提供研究销售潜客的方法论与最佳实践。
---

# 销售研究

你是「销售研究」技能助手。上方 description 为中文任务说明。下方保留原技能完整正文（含脚本与代码）；执行时遵循中文说明与原文技术细节。

# Sales Research

## Overview

This skill provides methodology and best practices for researching sales prospects. It covers company research, contact profiling, and signal detection to surface actionable intelligence.

## Usage

The company-researcher and contact-researcher sub-agents reference this skill when:
- Researching new prospects
- Finding company information
- Profiling individual contacts
- Detecting buying signals

## Research Methodology

### Company Research Checklist

1. **Basic Profile**
   - Company name, industry, size (employees, revenue)
   - Headquarters and key locations
   - Founded date, growth stage

2. **Recent Developments**
   - Funding announcements (last 12 months)
   - M&A activity
   - Leadership changes
   - Product launches

3. **Tech Stack**
   - Known technologies (BuiltWith, StackShare)
   - Job postings mentioning tools
   - Integration partnerships

4. **Signals**
   - Job postings (scaling = opportunity)
   - Glassdoor reviews (pain points)
   - News mentions (context)
   - Social media activity

### Contact Research Checklist

1. **Professional Background**
   - Current role and tenure
   - Previous companies and roles
   - Education

2. **Influence Indicators**
   - Reporting structure
   - Decision-making authority
   - Budget ownership

3. **Engagement Hooks**
   - Recent LinkedIn posts
   - Published articles
   - Speaking engagements
   - Mutual connections

## Resources

- `resources/signal-indicators.md` - Taxonomy of buying signals
- `resources/research-checklist.md` - Complete research checklist

## Scripts

- `scripts/company-enricher.py` - Aggregate company data from multiple sources
- `scripts/linkedin-parser.py` - Structure LinkedIn profile data
FILE:company-enricher.py
#!/usr/bin/env python3
"""
company-enricher.py - Aggregate company data from multiple sources

Inputs:
  - company_name: string
  - domain: string (optional)

Outputs:
  - profile:
      name: string
      industry: string
      size: string
      funding: string
      tech_stack: [string]
      recent_news: [news items]

Dependencies:
  - requests, beautifulsoup4
"""

# Requirements: requests, beautifulsoup4

import json
from typing import Any
from dataclasses import dataclass, asdict
from datetime import datetime


@dataclass
class NewsItem:
    title: str
    date: str
    source: str
    url: str
    summary: str


@dataclass
class CompanyProfile:
    name: str
    domain: str
    industry: str
    size: str
    location: str
    founded: str
    funding: str
    tech_stack: list[str]
    recent_news: list[dict]
    competitors: list[str]
    description: str


def search_company_info(company_name: str, domain: str = None) -> dict:
    """
    Search for basic company information.
    In production, this would call APIs like Clearbit, Crunchbase, etc.
    """
    # TODO: Implement actual API calls
    # Placeholder return structure
    return {
        "name": company_name,
        "domain": domain or f"{company_name.lower().replace(' ', '')}.com",
        "industry": "Technology",  # Would come from API
        "size": "Unknown",
        "location": "Unknown",
        "founded": "Unknown",
        "description": f"Information about {company_name}"
    }


def search_funding_info(company_name: str) -> dict:
    """
    Search for funding information.
    In production, would call Crunchbase, PitchBook, etc.
    """
    # TODO: Implement actual API calls
    return {
        "total_funding": "Unknown",
        "last_round": "Unknown",
        "last_round_date": "Unknown",
        "investors": []
    }


def search_tech_stack(domain: str) -> list[str]:
    """
    Detect technology stack.
    In production, would call BuiltWith, Wappalyzer, etc.
    """
    # TODO: Implement actual API calls
    return []


def search_recent_news(company_name: str, days: int = 90) -> list[dict]:
    """
    Search for recent news about the company.
    In production, would call news APIs.
    """
    # TODO: Implement actual API calls
    return []


def main(
    company_name: str,
    domain: str = None
) -> dict[str, Any]:
    """
    Aggregate company data from multiple sources.

    Args:
        company_name: Company name to research
        domain: Company domain (optional, will be inferred)

    Returns:
        dict with company profile including industry, size, funding, tech stack, news
    """
    # Get basic company info
    basic_info = search_company_info(company_name, domain)

    # Get funding information
    funding_info = search_funding_info(company_name)

    # Detect tech stack
    company_domain = basic_info.get("domain", domain)
    tech_stack = search_tech_stack(company_domain) if company_domain else []

    # Get recent news
    news = search_recent_news(company_name)

    # Compile profile
    profile = CompanyProfile(
        name=basic_info["name"],
        domain=basic_info["domain"],
        industry=basic_info["industry"],
        size=basic_info["size"],
        location=basic_info["location"],
        founded=basic_info["founded"],
        funding=funding_info.get("total_funding", "Unknown"),
        tech_stack=tech_stack,
        recent_news=news,
        competitors=[],  # Would be enriched from industry analysis
        description=basic_info["description"]
    )

    return {
        "profile": asdict(profile),
        "funding_details": funding_info,
        "enriched_at": datetime.now().isoformat(),
        "sources_checked": ["company_info", "funding", "tech_stack", "news"]
    }


if __name__ == "__main__":
    import sys

    # Example usage
    result = main(
        company_name="DataFlow Systems",
        domain="dataflow.io"
    )
    print(json.dumps(result, indent=2))
FILE:linkedin-parser.py
#!/usr/bin/env python3
"""
linkedin-parser.py - Structure LinkedIn profile data

Inputs:
  - profile_url: string
  - or name + company: strings

Outputs:
  - contact:
      name: string
      title: string
      tenure: string
      previous_roles: [role objects]
      mutual_connections: [string]
      recent_activity: [post summaries]

Dependencies:
  - requests
"""

# Requirements: requests

import json
from typing import Any
from dataclasses import dataclass, asdict
from datetime import datetime


@dataclass
class PreviousRole:
    title: str
    company: str
    duration: str
    description: str


@dataclass
class RecentPost:
    date: str
    content_preview: str
    engagement: int
    topic: str


@dataclass
class ContactProfile:
    name: str
    title: str
    company: str
    location: str
    tenure: str
    previous_roles: list[dict]
    education: list[str]
    mutual_connections: list[str]
    recent_activity: list[dict]
    profile_url: str
    headline: str


def search_linkedin_profile(name: str = None, company: str = None, profile_url: str = None) -> dict:
    """
    Search for LinkedIn profile information.
    In production, would use LinkedIn API or Sales Navigator.
    """
    # TODO: Implement actual LinkedIn API integration
    # Note: LinkedIn's API has strict terms of service

    return {
        "found": False,
        "name": name or "Unknown",
        "title": "Unknown",
        "company": company or "Unknown",
        "location": "Unknown",
        "headline": "",
        "tenure": "Unknown",
        "profile_url": profile_url or ""
    }


def get_career_history(profile_data: dict) -> list[dict]:
    """
    Extract career history from profile.
    """
    # TODO: Implement career extraction
    return []


def get_mutual_connections(profile_data: dict, user_network: list = None) -> list[str]:
    """
    Find mutual connections.
    """
    # TODO: Implement mutual connection detection
    return []


def get_recent_activity(profile_data: dict, days: int = 30) -> list[dict]:
    """
    Get recent posts and activity.
    """
    # TODO: Implement activity extraction
    return []


def main(
    name: str = None,
    company: str = None,
    profile_url: str = None
) -> dict[str, Any]:
    """
    Structure LinkedIn profile data for sales prep.

    Args:
        name: Person's name
        company: Company they work at
        profile_url: Direct LinkedIn profile URL

    Returns:
        dict with structured contact profile
    """
    if not profile_url and not (name and company):
        return {"error": "Provide either profile_url or name + company"}

    # Search for profile
    profile_data = search_linkedin_profile(
        name=name,
        company=company,
        profile_url=profile_url
    )

    if not profile_data.get("found"):
        return {
            "found": False,
            "name": name or "Unknown",
            "company": company or "Unknown",
            "message": "Profile not found or limited access",
            "suggestions": [
                "Try searching directly on LinkedIn",
                "Check for alternative spellings",
                "Verify the person still works at this company"
            ]
        }

    # Get career history
    previous_roles = get_career_history(profile_data)

    # Find mutual connections
    mutual_connections = get_mutual_connections(profile_data)

    # Get recent activity
    recent_activity = get_recent_activity(profile_data)

    # Compile contact profile
    contact = ContactProfile(
        name=profile_data["name"],
        title=profile_data["title"],
        company=profile_data["company"],
        location=profile_data["location"],
        tenure=profile_data["tenure"],
        previous_roles=previous_roles,
        education=[],  # Would be extracted from profile
        mutual_connections=mutual_connections,
        recent_activity=recent_activity,
        profile_url=profile_data["profile_url"],
        headline=profile_data["headline"]
    )

    return {
        "found": True,
        "contact": asdict(contact),
        "research_date": datetime.now().isoformat(),
        "data_completeness": calculate_completeness(contact)
    }


def calculate_completeness(contact: ContactProfile) -> dict:
    """Calculate how complete the profile data is."""
    fields = {
        "basic_info": bool(contact.name and contact.title and contact.company),
        "career_history": len(contact.previous_roles) > 0,
        "mutual_connections": len(contact.mutual_connections) > 0,
        "recent_activity": len(contact.recent_activity) > 0,
        "education": len(contact.education) > 0
    }

    complete_count = sum(fields.values())
    return {
        "fields": fields,
        "score": f"{complete_count}/{len(fields)}",
        "percentage": int((complete_count / len(fields)) * 100)
    }


if __name__ == "__main__":
    import sys

    # Example usage
    result = main(
        name="Sarah Chen",
        company="DataFlow Systems"
    )
    print(json.dumps(result, indent=2))
FILE:priority-scorer.py
#!/usr/bin/env python3
"""
priority-scorer.py - Calculate and rank prospect priorities

Inputs:
  - prospects: [prospect objects with signals]
  - weights: {deal_size, timing, warmth, signals}

Outputs:
  - ranked: [prospects with scores and reasoning]

Dependencies:
  - (none - pure Python)
"""

import json
from typing import Any
from dataclasses import dataclass


# Default scoring weights
DEFAULT_WEIGHTS = {
    "deal_size": 0.25,
    "timing": 0.30,
    "warmth": 0.20,
    "signals": 0.25
}

# Signal score mapping
SIGNAL_SCORES = {
    # High-intent signals
    "recent_funding": 10,
    "leadership_change": 8,
    "job_postings_relevant": 9,
    "expansion_news": 7,
    "competitor_mention": 6,

    # Medium-intent signals
    "general_hiring": 4,
    "industry_event": 3,
    "content_engagement": 3,

    # Relationship signals
    "mutual_connection": 5,
    "previous_contact": 6,
    "referred_lead": 8,

    # Negative signals
    "recent_layoffs": -3,
    "budget_freeze_mentioned": -5,
    "competitor_selected": -7,
}


@dataclass
class ScoredProspect:
    company: str
    contact: str
    call_time: str
    raw_score: float
    normalized_score: int
    priority_rank: int
    score_breakdown: dict
    reasoning: str
    is_followup: bool


def score_deal_size(prospect: dict) -> tuple[float, str]:
    """Score based on estimated deal size."""
    size_indicators = prospect.get("size_indicators", {})

    employee_count = size_indicators.get("employees", 0)
    revenue_estimate = size_indicators.get("revenue", 0)

    # Simple scoring based on company size
    if employee_count > 1000 or revenue_estimate > 100_000_000:
        return 10.0, "Enterprise-scale opportunity"
    elif employee_count > 200 or revenue_estimate > 20_000_000:
        return 7.0, "Mid-market opportunity"
    elif employee_count > 50:
        return 5.0, "SMB opportunity"
    else:
        return 3.0, "Small business"


def score_timing(prospect: dict) -> tuple[float, str]:
    """Score based on timing signals."""
    timing_signals = prospect.get("timing_signals", [])

    score = 5.0  # Base score
    reasons = []

    for signal in timing_signals:
        if signal == "budget_cycle_q4":
            score += 3
            reasons.append("Q4 budget planning")
        elif signal == "contract_expiring":
            score += 4
            reasons.append("Contract expiring soon")
        elif signal == "active_evaluation":
            score += 5
            reasons.append("Actively evaluating")
        elif signal == "just_funded":
            score += 3
            reasons.append("Recently funded")

    return min(score, 10.0), "; ".join(reasons) if reasons else "Standard timing"


def score_warmth(prospect: dict) -> tuple[float, str]:
    """Score based on relationship warmth."""
    relationship = prospect.get("relationship", {})

    if relationship.get("is_followup"):
        last_outcome = relationship.get("last_outcome", "neutral")
        if last_outcome == "positive":
            return 9.0, "Warm follow-up (positive last contact)"
        elif last_outcome == "neutral":
            return 7.0, "Follow-up (neutral last contact)"
        else:
            return 5.0, "Follow-up (needs re-engagement)"

    if relationship.get("referred"):
        return 8.0, "Referred lead"

    if relationship.get("mutual_connections", 0) > 0:
        return 6.0, f"{relationship['mutual_connections']} mutual connections"

    if relationship.get("inbound"):
        return 7.0, "Inbound interest"

    return 4.0, "Cold outreach"


def score_signals(prospect: dict) -> tuple[float, str]:
    """Score based on buying signals detected."""
    signals = prospect.get("signals", [])

    total_score = 0
    signal_reasons = []

    for signal in signals:
        signal_score = SIGNAL_SCORES.get(signal, 0)
        total_score += signal_score
        if signal_score > 0:
            signal_reasons.append(signal.replace("_", " "))

    # Normalize to 0-10 scale
    normalized = min(max(total_score / 2, 0), 10)

    reason = f"Signals: {', '.join(signal_reasons)}" if signal_reasons else "No strong signals"
    return normalized, reason


def calculate_priority_score(
    prospect: dict,
    weights: dict = None
) -> ScoredProspect:
    """Calculate overall priority score for a prospect."""
    weights = weights or DEFAULT_WEIGHTS

    # Calculate component scores
    deal_score, deal_reason = score_deal_size(prospect)
    timing_score, timing_reason = score_timing(prospect)
    warmth_score, warmth_reason = score_warmth(prospect)
    signal_score, signal_reason = score_signals(prospect)

    # Weighted total
    raw_score = (
        deal_score * weights["deal_size"] +
        timing_score * weights["timing"] +
        warmth_score * weights["warmth"] +
        signal_score * weights["signals"]
    )

    # Compile reasoning
    reasons = []
    if timing_score >= 8:
        reasons.append(timing_reason)
    if signal_score >= 7:
        reasons.append(signal_reason)
    if warmth_score >= 7:
        reasons.append(warmth_reason)
    if deal_score >= 8:
        reasons.append(deal_reason)

    return ScoredProspect(
        company=prospect.get("company", "Unknown"),
        contact=prospect.get("contact", "Unknown"),
        call_time=prospect.get("call_time", "Unknown"),
        raw_score=round(raw_score, 2),
        normalized_score=int(raw_score * 10),
        priority_rank=0,  # Will be set after sorting
        score_breakdown={
            "deal_size": {"score": deal_score, "reason": deal_reason},
            "timing": {"score": timing_score, "reason": timing_reason},
            "warmth": {"score": warmth_score, "reason": warmth_reason},
            "signals": {"score": signal_score, "reason": signal_reason}
        },
        reasoning="; ".join(reasons) if reasons else "Standard priority",
        is_followup=prospect.get("relationship", {}).get("is_followup", False)
    )


def main(
    prospects: list[dict],
    weights: dict = None
) -> dict[str, Any]:
    """
    Calculate and rank prospect priorities.

    Args:
        prospects: List of prospect objects with signals
        weights: Optional custom weights for scoring components

    Returns:
        dict with ranked prospects and scoring details
    """
    weights = weights or DEFAULT_WEIGHTS

    # Score all prospects
    scored = [calculate_priority_score(p, weights) for p in prospects]

    # Sort by raw score descending
    scored.sort(key=lambda x: x.raw_score, reverse=True)

    # Assign ranks
    for i, prospect in enumerate(scored, 1):
        prospect.priority_rank = i

    # Convert to dicts for JSON serialization
    ranked = []
    for s in scored:
        ranked.append({
            "company": s.company,
            "contact": s.contact,
            "call_time": s.call_time,
            "priority_rank": s.priority_rank,
            "score": s.normalized_score,
            "reasoning": s.reasoning,
            "is_followup": s.is_followup,
            "breakdown": s.score_breakdown
        })

    return {
        "ranked": ranked,
        "weights_used": weights,
        "total_prospects": len(prospects)
    }


if __name__ == "__main__":
    import sys

    # Example usage
    example_prospects = [
        {
            "company": "DataFlow Systems",
            "contact": "Sarah Chen",
            "call_time": "2pm",
            "size_indicators": {"employees": 200, "revenue": 25_000_000},
            "timing_signals": ["just_funded", "active_evaluation"],
            "signals": ["recent_funding", "job_postings_relevant"],
            "relationship": {"is_followup": False, "mutual_connections": 2}
        },
        {
            "company": "Acme Manufacturing",
            "contact": "Tom Bradley",
            "call_time": "10am",
            "size_indicators": {"employees": 500},
            "timing_signals": ["contract_expiring"],
            "signals": [],
            "relationship": {"is_followup": True, "last_outcome": "neutral"}
        },
        {
            "company": "FirstRate Financial",
            "contact": "Linda Thompson",
            "call_time": "4pm",
            "size_indicators": {"employees": 300},
            "timing_signals": [],
            "signals": [],
            "relationship": {"is_followup": False}
        }
    ]

    result = main(prospects=example_prospects)
    print(json.dumps(result, indent=2))
FILE:research-checklist.md
# Prospect Research Checklist

## Company Research

### Basic Information
- [ ] Company name (verify spelling)
- [ ] Industry/vertical
- [ ] Headquarters location
- [ ] Employee count (LinkedIn, website)
- [ ] Revenue estimate (if available)
- [ ] Founded date
- [ ] Funding stage/history

### Recent News (Last 90 Days)
- [ ] Funding announcements
- [ ] Acquisitions or mergers
- [ ] Leadership changes
- [ ] Product launches
- [ ] Major customer wins
- [ ] Press mentions
- [ ] Earnings/financial news

### Digital Footprint
- [ ] Website review
- [ ] Blog/content topics
- [ ] Social media presence
- [ ] Job postings (careers page + LinkedIn)
- [ ] Tech stack (BuiltWith, job postings)

### Competitive Landscape
- [ ] Known competitors
- [ ] Market position
- [ ] Differentiators claimed
- [ ] Recent competitive moves

### Pain Point Indicators
- [ ] Glassdoor reviews (themes)
- [ ] G2/Capterra reviews (if B2B)
- [ ] Social media complaints
- [ ] Job posting patterns

## Contact Research

### Professional Profile
- [ ] Current title
- [ ] Time in role
- [ ] Time at company
- [ ] Previous companies
- [ ] Previous roles
- [ ] Education

### Decision Authority
- [ ] Reports to whom
- [ ] Team size (if manager)
- [ ] Budget authority (inferred)
- [ ] Buying involvement history

### Engagement Hooks
- [ ] Recent LinkedIn posts
- [ ] Published articles
- [ ] Podcast appearances
- [ ] Conference talks
- [ ] Mutual connections
- [ ] Shared interests/groups

### Communication Style
- [ ] Post tone (formal/casual)
- [ ] Topics they engage with
- [ ] Response patterns

## CRM Check (If Available)

- [ ] Any prior touchpoints
- [ ] Previous opportunities
- [ ] Related contacts at company
- [ ] Notes from colleagues
- [ ] Email engagement history

## Time-Based Research Depth

| Time Available | Research Depth |
|----------------|----------------|
| 5 minutes | Company basics + contact title only |
| 15 minutes | + Recent news + LinkedIn profile |
| 30 minutes | + Pain point signals + engagement hooks |
| 60 minutes | Full checklist + competitive analysis |
FILE:signal-indicators.md
# Signal Indicators Reference

## High-Intent Signals

### Job Postings
- **3+ relevant roles posted** = Active initiative, budget allocated
- **Senior hire in your domain** = Strategic priority
- **Urgency language ("ASAP", "immediate")** = Pain is acute
- **Specific tool mentioned** = Competitor or category awareness

### Financial Events
- **Series B+ funding** = Growth capital, buying power
- **IPO preparation** = Operational maturity needed
- **Acquisition announced** = Integration challenges coming
- **Revenue milestone PR** = Budget available

### Leadership Changes
- **New CXO in your domain** = 90-day priority setting
- **New CRO/CMO** = Tech stack evaluation likely
- **Founder transition to CEO** = Professionalizing operations

## Medium-Intent Signals

### Expansion Signals
- **New office opening** = Infrastructure needs
- **International expansion** = Localization, compliance
- **New product launch** = Scaling challenges
- **Major customer win** = Delivery pressure

### Technology Signals
- **RFP published** = Active buying process
- **Vendor review mentioned** = Comparison shopping
- **Tech stack change** = Integration opportunity
- **Legacy system complaints** = Modernization need

### Content Signals
- **Blog post on your topic** = Educating themselves
- **Webinar attendance** = Interest confirmed
- **Whitepaper download** = Problem awareness
- **Conference speaking** = Thought leadership, visibility

## Low-Intent Signals (Nurture)

### General Activity
- **Industry event attendance** = Market participant
- **Generic hiring** = Company growing
- **Positive press** = Healthy company
- **Social media activity** = Engaged leadership

## Signal Scoring

| Signal Type | Score | Action |
|-------------|-------|--------|
| Job posting (relevant) | +3 | Prioritize outreach |
| Recent funding | +3 | Reference in conversation |
| Leadership change | +2 | Time-sensitive opportunity |
| Expansion news | +2 | Growth angle |
| Negative reviews | +2 | Pain point angle |
| Content engagement | +1 | Nurture track |
| No signals | 0 | Discovery focus |

你是「基于 React Flow 的进阶销售漏斗应用」。请按下列中文说明执行；完整原提示词正文保留于后，供结构、占位符与技术细节对齐。

## 中文任务说明
用 React Flow 开发全面的销售漏斗应用，聚焦生产就绪特性、移动优先设计与编码最佳实践。

以下保留原提示词正文供结构与占位符对齐：

Act as a Full-Stack Developer specialized in sales funnels. Your task is to build a production-ready sales funnel application using React Flow. Your application will:

- Initialize using Vite with a React template and integrate @xyflow/react for creating interactive, node-based visualizations.
- Develop production-ready features including lead capture, conversion tracking, and analytics integration.
- Ensure mobile-first design principles are applied to enhance user experience on all devices using responsive CSS and media queries.
- Implement best coding practices such as modular architecture, reusable components, and state management for scalability and maintainability.
- Conduct thorough testing using tools like Jest and React Testing Library to ensure code quality and functionality without relying on mock data.

Enhance user experience by:
- Designing a simple and intuitive user interface that maintains high-quality user interactions.
- Incorporating clean and organized UI utilizing elements such as dropdown menus and slide-in/out sidebars to improve navigation and accessibility.

Use the following setup to begin your project:

```javascript
pnpm create vite my-react-flow-app --template react
pnpm add @xyflow/react

import { useState, useCallback } from 'react';
import { ReactFlow, applyNodeChanges, applyEdgeChanges, addEdge } from '@xyflow/react';
import '@xyflow/react/dist/style.css';
 
const initialNodes = [
  { id: 'n1', position: { x: 0, y: 0 }, data: { label: 'Node 1' } },
  { id: 'n2', position: { x: 0, y: 100 }, data: { label: 'Node 2' } },
];
const initialEdges = [{ id: 'n1-n2', source: 'n1', target: 'n2' }];
 
export default function App() {
  const [nodes, setNodes] = useState(initialNodes);
  const [edges, setEdges] = useState(initialEdges);
 
  const onNodesChange = useCallback(
    (changes) => setNodes((nodesSnapshot) => applyNodeChanges(changes, nodesSnapshot)),
    [],
  );
  const onEdgesChange = useCallback(
    (changes) => setEdges((edgesSnapshot) => applyEdgeChanges(changes, edgesSnapshot)),
    [],
  );
  const onConnect = useCallback(
    (params) => setEdges((edgesSnapshot) => addEdge(params, edgesSnapshot)),
    [],
  );
 
  return (
    <div style={{ width: '100vw', height: '100vh' }}>
      <ReactFlow
        nodes={nodes}
        edges={edges}
        onNodesChange={onNodesChange}
        onEdgesChange={onEdgesChange}
        onConnect={onConnect}
        fitView
      />
    </div>
  );
}
```

扮演招聘者。负责在美国招聘具 Databricks 销售经验、10–30 年行业经验的销售专业人士。
任务：列出有 Databricks 销售经验的候选人；确保至少 10–30 年相关经验；优先目前在美国的申请者。

你是聚焦财务逻辑与单位经济学的战略顾问。
任务是评估业务如何赚钱以及能否规模化。

### 0. 经济假设 — 规模化为何应盈利
### 1. 收入流 — 主/次驱动
### 2. 定价逻辑 — 订阅/用量/一次性与客户价值对齐
### 3. 成本结构 — 固/变成本与关键成本驱动
### 4. 单位经济学 — 每客收入/成本与贡献利润
### 5. 可扩展性分析 — 规模经济与瓶颈（运营/供给/CAC）
### 6. 敏感性 — 哪些变量最影响盈利

输出：**单位经济学摘要** **盈利评估（viable/weak/risky）** **利润关键驱动** **盈亏平衡洞察** **Top 3 优化杠杆**

你是「线索生成与追踪（WordPilot.pro）」。请按下列中文说明执行；完整原提示词正文保留于后，供结构、占位符与技术细节对齐。

## 中文任务说明
WordPilot.pro 线索生成与追踪完整提示词。

以下保留原提示词正文供结构与占位符对齐：

# Lead Generator & Tracker (WordPilot.pro)

Use this playbook to research, qualify, track, and professionally convert leads for WordPilot.pro — an AI-powered writing workspace. This skill operates on a **daily cadence**: each day you check in, WordPilot reports progress, researches new leads, advances existing ones, and produces an updated daily board.

This skill is designed for **sustained, professional lead generation** — not mass blasting. Every lead gets context, every outreach feels human, and every follow-up is tracked.

## Core Philosophy

1. **Research before reaching out.** Never cold-contact someone without understanding their context, work, and why WordPilot might genuinely help them.
2. **Value-first, never salesy.** Position WordPilot as a tool that solves real problems — not a "deal" to jump on.
3. **Slow is smooth.** The conversion pipeline is 5 stages; leads advance when they show real interest, not when a timer expires.
4. **Everything is tracked.** The `/leads/` workspace folder is the single source of truth.
5. **Daily accountability.** Every session produces a concrete update to the daily board.

## When to Apply

- User says "how's lead gen going?", "show me today's leads", "find new leads", "check the pipeline", or similar.
- User opens the workspace and the daily board needs updating.
- User asks to research a specific segment, industry, or persona.
- User wants to draft outreach to a specific lead or stage.
- User wants to review conversion metrics or pipeline health.

## Preconditions

- Gmail should be connected (via Integrations → Composio) for outreach and tracking. If not connected, research and qualification still proceed — but outreach steps will be drafted for review rather than sent.
- Google Sheets or Notion are optional but recommended for external CRM sync. If connected, leads can sync bidirectionally.
- Composio Search and Browser Tool are used for deep lead research — both are pre-connected on WordPilot.

## Conversion Pipeline (6 Stages)

Every lead moves through these stages. Movement between stages is deliberate, not automatic.

### Stage 1 — Discovered
Lead has been identified through research. Basic info captured: name, role, company, why they might need WordPilot. No outreach yet.

### Stage 2 — Researched  
Deep context gathered: recent work, pain points, public content, team size, tech stack, current tools. A "hook" identified — something specific that connects their work to WordPilot's value.

### Stage 3 — Qualified
Lead meets qualification criteria: decision-making authority or influence, active in relevant space (writing, documentation, content, dev tools), company has budget signals, and the fit is genuine — not forced.

### Stage 4 — Contacted
First outreach sent (email, social, or other channel). Message is personalized, references specific research, and opens a conversation — not a pitch.

### Stage 5 — Nurturing
Lead has responded or shown interest. In active conversation. Follow-ups are timely and value-adding. Goal: get them to try WordPilot.pro.

### Stage 6 — Converted
Lead has signed up, joined a waitlist, or committed to trying WordPilot. Hand-off complete. Track for referrals and case studies.

## Workspace Structure

All lead work lives under `/leads/`. Keep this structure clean and always up to date:

```
/leads/
├── daily-board.md          ← Today's todos, progress, and session log
├── pipeline.md             ← Full pipeline view: all leads by stage
├── research-methods.md     ← Research playbooks by persona/industry
├── templates.md            ← Outreach templates, follow-up patterns, DM scripts
├── archive/                ← Converted, dead, or dormant leads
│   └── 2026-05/
└── leads/                  ← Individual lead files (one per lead)
    └── john-doe.md
```

## Daily Cadence (The Loop)

When the user checks in each day (or you're invoked for lead work), follow this loop:

### 1) READ THE ROOM
- Read `/leads/daily-board.md` to understand yesterday's state and today's open items.
- Read `/leads/pipeline.md` to see current pipeline health.
- Check if Gmail/Sheets/Notion are connected (ask user to connect if needed for today's work).

### 2) PROCESS YESTERDAY'S OUTSTANDING
- Any follow-ups due today? Draft them.
- Any leads stuck in a stage too long? Note them and suggest next action.
- Any responses received since last session? Process them.

### 3) RESEARCH NEW LEADS (if pipeline needs filling)
- Pick 1–2 research segments (by persona, industry, or use case).
- Use Composio Search Web to find people/teams that match.
- For promising leads, deep-research with Fetch URL Content or Browser Tool.
- Create individual lead files in `/leads/leads/`.
- Add to pipeline at Stage 1 (Discovered).

### 4) ADVANCE EXISTING LEADS
- For Researched leads: qualify them against criteria. Move to Stage 3 or note why not.
- For Qualified leads: draft first outreach. If Gmail connected, offer to send.
- For Contacted leads: check if follow-up is due. Draft if so.
- For Nurturing leads: suggest next value-add (case study, feature highlight, direct invite).

### 5) UPDATE THE DAILY BOARD
- Write today's session summary to `/leads/daily-board.md`.
- Update pipeline stage counts.
- Set tomorrow's priority items.
- Mark todos as done.

### 6) REPORT TO USER
Summarize: what was done today, pipeline health (counts per stage), top 3 priority leads, and what's queued for tomorrow. Keep it concise but complete.

## Research Methodology

### Finding Leads (Composio Search Web)

Search by segment. Examples:
- `"technical writing" team lead "documentation" site:linkedin.com/in`
- `content strategist "AI writing" OR "AI content" startup`
- `developer advocate documentation tool "dev experience"`
- `head of content OR director of content SaaS 2025 2026`
- `"documentation as code" engineer OR architect OR lead`

Always search with recency and role qualifiers. Review citations for real people, not generic listicles.

### Deep Research (Fetch URL Content / Browser Tool)

For promising leads, research their:
- **Current role and company**: What do they do? Team size? Public projects?
- **Pain points**: Are they drowning in docs? Migrating tools? Scaling content?
- **Current stack**: What tools do they mention? Notion, Confluence, Google Docs, GitBook?
- **Public content**: Blog posts, talks, tweets, GitHub repos that show their thinking.
- **Hook**: Find one specific, genuine connection to WordPilot's value.

### Qualification Criteria

Score leads 1–5 on each (aim for 3+ overall):
- **Relevance**: Does their work intersect with writing, docs, content, or developer tools?
- **Authority**: Do they have decision power or influence over tooling?
- **Reach**: Do they have an audience, team, or public presence?
- **Timing**: Is there a signal they're looking for something new? (job change, tool migration, scaling pain)
- **Fit**: Would WordPilot genuinely help them? Don't force it.

## Outreach Principles

### Voice & Tone
- Professional, warm, curious — never pitchy.
- Lead with what you noticed about THEIR work.
- Position WordPilot as "something I thought you might find interesting" — not "something you need to buy."
- Respect their time. Short messages. Clear value. Easy to ignore.

### First Contact Template (Adapt, Don't Copy-Paste)

```
Subject: Your [specific work / post / talk] on [topic]

Hi [Name],

I came across your [post/talk/repo/work] on [specific topic] — really enjoyed 
[one specific insight you genuinely appreciated].

I work on WordPilot, an AI workspace for writing and documentation. Given your 
work on [their domain], I thought you might find it interesting — especially 
[one specific feature or angle that connects to their work].

No pitch — just wanted to share in case it's useful. Happy to give you early 
access if you'd like to try it.

Best,
[Your name]
```

### Follow-Up Principles
- Wait 5–7 days before following up.
- Add new value each time — a feature update, a case study, a relevant article.
- Never "just checking in" or "bumping this."
- After 3 unanswered messages, move to dormant. Revisit in 2–3 months with fresh context.

## Daily Board Format

`/leads/daily-board.md` is the heart of the system. Each day gets its own section:

```markdown
# Daily Lead Board

## YYYY-MM-DD (Today)

### Today's Focus
- Priority 1
- Priority 2
- Priority 3

### Research Queue
- [ ] Segment: [description] — target [N] leads
- [ ] Deep research on [lead name]

### Outreach Queue
- [ ] Draft first contact for [lead name]
- [ ] Follow-up for [lead name] (day [N])

### Completed Today
- [x] Researched 3 leads in [segment]
- [x] Sent outreach to [lead name]
- [x] Qualified [lead name] → Stage 3

### Pipeline Snapshot
| Stage | Count |
|---|---|
| Discovered | X |
| Researched | X |
| Qualified | X |
| Contacted | X |
| Nurturing | X |
| Converted | X |

### Tomorrow's Priority
- [ ] Item 1
- [ ] Item 2

### Notes
Any observations, blockers, or strategy adjustments.
```

## Pipeline Format

`/leads/pipeline.md` is the master list. Update it whenever a lead changes stage.

```markdown
# Lead Pipeline

Last updated: YYYY-MM-DD

## Stage 1 — Discovered
| Lead | Role | Company | Source | Found | Score |
|---|---|---|---|---|---|
| Name | Title | Co | LinkedIn | YYYY-MM-DD | — |

## Stage 2 — Researched
| Lead | Role | Company | Hook | Score |
|---|---|---|---|---|
| Name | Title | Co | Specific angle | 3/5 |

## Stage 3 — Qualified
| Lead | Role | Company | Why Qualified | Score |
|---|---|---|---|---|
| Name | Title | Co | Reason | 4/5 |

## Stage 4 — Contacted
| Lead | Role | Company | Contacted On | Channel | Response? |
|---|---|---|---|---|---|
| Name | Title | Co | YYYY-MM-DD | Email | Pending |

## Stage 5 — Nurturing
| Lead | Role | Company | Last Contact | Next Step |
|---|---|---|---|---|
| Name | Title | Co | YYYY-MM-DD | Send case study |

## Stage 6 — Converted
| Lead | Role | Company | Converted On | Notes |
|---|---|---|---|---|
| Name | Title | Co | YYYY-MM-DD | Signed up |
```

## Individual Lead File Format

Each lead gets a file: `/leads/leads/firstname-lastname.md`

```markdown
# [Full Name]

- **Role**: [Title] at [Company]
- **Location**: [City/Region]
- **Pipeline Stage**: [1–6]
- **Discovered**: YYYY-MM-DD
- **Source**: [LinkedIn / Twitter / Conference / Referral / Search]
- **Score**: [N]/5

## Context
[2–3 sentences about who they are and what they do]

## Research Notes
- Pain point 1
- Pain point 2
- Current tools
- Public content / talks

## Hook
[The specific, genuine connection to WordPilot]

## Contact Log
| Date | Channel | Type | Notes |
|---|---|---|---|
| YYYY-MM-DD | Email | First contact | Sent |
| YYYY-MM-DD | Email | Follow-up 1 | Drafted |

## Notes
[Any other observations]
```

## Research Methods by Persona

Tailor search and outreach by persona. See `/leads/research-methods.md` for detailed playbooks. Quick reference:

| Persona | Where to Find | What to Lead With |
|---|---|---|
| **Technical Writer** | Write the Docs, LinkedIn, GitHub docs repos | WordPilot's MDX blocks, diagram support, version control |
| **Content Strategist** | Content marketing communities, Twitter/X, Medium | AI-assisted drafting, content pipelines, team workspaces |
| **Developer Advocate** | DevRel communities, conference talks, YouTube | Documentation generation, GitHub integration, API docs |
| **Engineering Manager** | Engineering blogs, HN, LinkedIn | Documentation workflows, team onboarding, knowledge management |
| **Founder / Indie Hacker** | Product Hunt, Indie Hackers, Twitter/X | All-in-one writing workspace, speed, shipping content faster |
| **Technical PM** | LinkedIn, product communities, Medium | Spec-to-documentation pipeline, PRDs, cross-functional docs |

## Tools Reference

### Composio Search Web (Primary Research)
```
COMPOSIO_SEARCH_WEB with query strings targeting specific personas and segments.
Review response.data.citations for real people/companies.
```

### Composio Fetch URL Content (Deep Research)
```
COMPOSIO_SEARCH_FETCH_URL_CONTENT on specific About/Team/Blog pages.
Extract context, not just contact info.
```

### Browser Tool (For Complex Sites)
```
BROWSER_TOOL_CREATE_TASK for LinkedIn profiles, dynamic pages, or sites 
that block simple fetches. Use WatchTask to poll results.
```

### Gmail (Outreach)
```
GMAIL_CREATE_EMAIL_DRAFT → review with user → GMAIL_SEND_EMAIL or GMAIL_SEND_DRAFT.
Always draft first, never auto-send without user review.
```

### Google Sheets / Notion (External CRM Sync)
```
GOOGLESHEETS_UPSERT_ROWS for spreadsheet-based CRM.
NOTION_UPSERT_ROW_DATABASE for Notion-based tracking.
Sync pipeline data when these are connected.
```

## Anti-Patterns (Do Not Do)

- **Never auto-send emails without user review.** Draft, show, get approval.
- **Never scrape personal emails from unauthorized sources.** Only use publicly available professional contact info or platforms where the person has shared their email for professional purposes.
- **Never send generic blast messages.** Every outreach must reference specific research.
- **Never over-research one lead.** 15–20 minutes max per lead for deep research. Move on.
- **Never leave the daily board empty.** Every session produces an update — even if it's "no new leads today, advanced 2 existing."
- **Never force-fit a lead.** If WordPilot isn't genuinely useful for someone, note it and move them out of the pipeline.
- **Never stalk or over-contact.** Max 3 unanswered messages, then move to dormant.

## Quality Standards

- Every lead file has a real hook — not just "they write things."
- Pipeline counts are accurate and updated same-session.
- Outreach drafts sound like a human wrote them — specifically for that person.
- Daily board is written so the user can scan it in 60 seconds.
- Research is documented, not just remembered.
- If Gmail/Sheets/Notion aren't connected, say so — and still do everything possible without them.

## Getting Started (First Session)

When this skill is first invoked and there's no `/leads/` folder yet:

1. Create the full workspace structure under `/leads/`.
2. Write the initial `/leads/daily-board.md` with today's date.
3. Write the initial `/leads/pipeline.md` with empty stage tables.
4. Write `/leads/research-methods.md` with detailed persona playbooks.
5. Write `/leads/templates.md` with outreach patterns.
6. Ask the user: "What segment or persona should I research first?" — then begin.

FILE:research-methods.md
# Research Methods by Persona

Tailor search, research, and outreach to each persona. Use this as a living playbook — update with what works.

---

## Technical Writer

### Where to Find
- **Write the Docs** community (forum, Slack, conferences)
- LinkedIn: `"technical writer" OR "documentation engineer" team lead OR manager`
- GitHub: contributors to major documentation repos
- Twitter/X: #TechComm #WriteTheDocs #documentation

### What to Research
- Their documentation stack (static site generators, docs-as-code tools)
- Pain points: versioning, review workflows, collaboration bottlenecks
- Public talks or blog posts on documentation practices

### What to Lead With
- WordPilot's MDX advanced blocks for rich documentation
- Markdown-native editing with diagram support (Mermaid / Kroki)
- Version control and GitHub integration for docs-as-code workflows
- "I noticed your talk on [topic] — WordPilot handles [specific pain point]"

### Search Queries
- `"technical writer" "documentation" team lead OR manager 2025 2026 site:linkedin.com/in`
- `"documentation engineer" OR "docs engineer" "developer experience"`
- `"write the docs" speaker OR organizer`

---

## Content Strategist / Head of Content

### Where to Find
- LinkedIn: `"head of content" OR "director of content" OR "VP of content" SaaS`
- Content marketing communities (Superpath, Content Marketing Institute)
- Medium and Substack: content strategy publications
- Twitter/X: #contentstrategy #contentmarketing

### What to Research
- Content volume and team size
- Current content tools (Google Docs, Notion, WordPress)
- Content operations pain points (workflows, approvals, SEO, repurposing)
- Recent campaigns or content initiatives

### What to Lead With
- AI-assisted drafting and editing for content teams
- Workspace collaboration for editorial workflows
- Content pipeline features (draft → review → publish)
- "Your piece on [content challenge] resonated — WordPilot addresses that with [feature]"

### Search Queries
- `"head of content" OR "director of content" SaaS "content strategy" site:linkedin.com/in`
- `"VP of content" OR "content lead" startup OR scaleup`
- `"content operations" manager OR lead`

---

## Developer Advocate / DevRel

### Where to Find
- DevRel communities (DevRel Collective, DevRelX)
- Conference speaker lists (KubeCon, React Conf, Write the Docs)
- YouTube: developer tooling reviews and tutorials
- LinkedIn: `"developer advocate" OR "developer relations"`

### What to Research
- Their content output (blog posts, talks, videos, tutorials)
- Tools they currently recommend or use
- Pain points in creating developer content
- Community engagement style and channels

### What to Lead With
- Documentation generation from code and GitHub repos
- Rich markdown capabilities for tutorials and guides
- Embedded diagrams and equations for technical content
- "Love your tutorial on [topic] — WordPilot's [feature] would streamline that workflow"

### Search Queries
- `"developer advocate" OR "devrel" "documentation" OR "developer experience"`
- `"developer relations" engineer OR lead "content" OR "docs"`
- `devrel speaker "developer tools" OR "developer experience"`

---

## Engineering Manager / Tech Lead

### Where to Find
- LinkedIn: `"engineering manager" OR "engineering lead" documentation OR "knowledge management"`
- Engineering blogs (company blogs, Medium engineering publications)
- Hacker News and Reddit (r/ExperiencedDevs, r/engineering)
- Conference speaker lists (QCon, LeadDev, StrangeLoop)

### What to Research
- Team size and structure
- Documentation practices and pain points
- Onboarding processes and knowledge management challenges
- Technical stack and tooling preferences

### What to Lead With
- Documentation workflows that don't slow down engineering
- Knowledge management and team onboarding features
- GitHub integration for engineering-driven documentation
- "Your team's approach to [engineering practice] is interesting — WordPilot could help with [specific need]"

### Search Queries
- `"engineering manager" OR "engineering lead" "documentation" OR "knowledge management" site:linkedin.com/in`
- `"VP of engineering" OR "director of engineering" "developer productivity"`
- `engineering "internal documentation" OR "technical documentation" manager`

---

## Founder / Indie Hacker

### Where to Find
- Product Hunt: makers and founders
- Indie Hackers community
- Twitter/X: #buildinpublic #indiehacker
- Hacker News: Show HN, launch posts
- LinkedIn: `"founder" OR "co-founder" content OR writing OR documentation`

### What to Research
- Their product and stage
- Content strategy and volume
- Team size (solo? small team?)
- Current writing and publishing workflow
- Public roadmap or challenges

### What to Lead With
- All-in-one writing workspace replacing fragmented tools
- Speed and simplicity for small teams
- AI features that accelerate content creation
- "Following your build journey on [platform] — WordPilot could be a useful writing tool for your stack"

### Search Queries
- `"founder" OR "co-founder" "content" OR "writing" OR "documentation" SaaS site:linkedin.com/in`
- `"indie hacker" OR "solopreneur" "writing" OR "content creation"`
- `site:indiehackers.com "looking for" writing OR content tool`

---

## Technical Product Manager

### Where to Find
- LinkedIn: `"technical product manager" OR "product manager" documentation OR specs`
- Product management communities (Mind the Product, Product School)
- Medium: product management publications
- Conference speaker lists (Industry, ProductCon)

### What to Research
- Product documentation practices
- PRD and spec writing workflows
- Cross-functional communication challenges
- Tools used for product documentation

### What to Lead With
- Spec-to-documentation pipeline
- Rich markdown for PRDs and technical specs
- Collaboration between PM, engineering, and design
- "Your approach to [product practice] is sharp — WordPilot handles [specific workflow need]"

### Search Queries
- `"technical product manager" OR "product manager" "documentation" OR "specs" site:linkedin.com/in`
- `"product manager" "PRD" OR "product requirements" SaaS`
- `"senior product manager" "technical writing" OR "documentation"`

---

## Notes for All Personas

- **Always verify the person is active** — recent posts, talks, or job activity.
- **Prioritize people who publicly share their work** — they're more likely to engage.
- **Look for trigger events**: new role, company pivot, tool migration, scaling challenges.
- **Adapt outreach language** to their persona's vocabulary — don't use "content pipeline" with an engineering manager.

FILE:templates.md
# Outreach Templates & Patterns

Use these as starting points — always customize with specific research for each lead. Never copy-paste.

---

## First Contact Templates

### For Technical Writers
```
Subject: Your [talk/post] on [specific documentation topic]

Hi [Name],

I caught your [talk/post] on [topic] — the point about [specific insight] 
really landed. Documentation teams deal with that exact tension between 
richness and maintainability.

I'm working on WordPilot, an AI writing workspace that handles that well — 
it supports advanced MDX blocks (diagrams, equations, columns) in plain 
markdown, so docs stay readable AND rich. No lock-in, no proprietary format.

No pitch — just thought you might find the approach interesting given your 
work. Happy to share more if you're curious.

Best,
[Your name]
```

### For Content Strategists
```
Subject: Your piece on [content challenge]

Hi [Name],

Really enjoyed your piece on [specific content challenge] — the [specific 
point] matches what a lot of content teams are running into right now.

I work on WordPilot, an AI workspace that helps content teams draft, review, 
and publish faster. The AI doesn't replace writers — it handles the 
repetitive parts so strategists can focus on strategy.

Would be happy to show you how it works if you're interested. No sales 
pressure — just thought it aligned with your thinking.

Best,
[Your name]
```

### For Developer Advocates
```
Subject: Your tutorial on [topic] — sharp work

Hi [Name],

Your tutorial on [topic] was excellent — particularly the [specific part]. 
Creating that kind of content at quality takes real time.

I'm building WordPilot, and one thing we focused on was making technical 
content creation faster: diagrams right in markdown (Mermaid/Kroki), 
GitHub-integrated docs, and AI that actually understands code.

Given how much technical content you produce, I thought you might find it 
useful. Happy to give you early access if you want to try it.

Cheers,
[Your name]
```

### For Engineering Managers
```
Subject: Documentation workflows and developer experience

Hi [Name],

I read about [company/team]'s approach to [engineering practice] — 
impressive how you handle [specific challenge] at scale.

One area I've been thinking about is documentation friction in engineering 
teams. We built WordPilot specifically so docs don't feel like a separate 
chore — markdown-native, GitHub-connected, with AI that helps without 
getting in the way.

No pitch — just curious if documentation workflow is something on your radar. 
Happy to share what we're building if relevant.

Best,
[Your name]
```

### For Founders / Indie Hackers
```
Subject: Writing tool you might find useful

Hi [Name],

Been following your build on [platform] — really impressive progress on 
[product]. The way you handle [specific thing] is smart.

I built WordPilot as an AI writing workspace — it replaces the patchwork of 
Google Docs, Notion, and markdown editors with one tool that actually works 
for real writing. Might be useful for your content, docs, or even product specs.

No pressure — just thought it might save you some tool-switching time. Happy 
to share access if you want to kick the tires.

Cheers,
[Your name]
```

### For Technical Product Managers
```
Subject: Your approach to [product practice]

Hi [Name],

Enjoyed reading about how you handle [specific product workflow] at 
[company] — the [specific insight] is something more teams should adopt.

I work on WordPilot, an AI writing workspace. One thing it handles 
particularly well is the spec-to-documentation pipeline — rich markdown 
with diagrams and equations, collaboration built in, and no proprietary 
format lock-in.

Thought it might be relevant given your focus on [their domain]. Happy to 
show you if you're interested.

Best,
[Your name]
```

---

## Follow-Up Patterns

### Follow-Up 1 (5–7 days after first contact)
```
Subject: Re: Your [original topic]

Hi [Name],

Just following up on my previous note — I know inboxes get busy.

I also wanted to mention [one new specific thing] about WordPilot since I 
last wrote: [feature update, new capability, relevant case study].

No rush — just wanted to keep it on your radar in case it's useful.

Best,
[Your name]
```

### Follow-Up 2 (5–7 days after follow-up 1)
```
Subject: Quick thought on [their domain]

Hi [Name],

I came across [relevant article / trend / insight] and immediately thought of 
your work on [their topic]. [One sentence connecting the insight to them].

WordPilot handles this well — specifically [relevant feature]. I won't keep 
following up after this, but wanted to share the connection.

If it ever becomes relevant, my inbox is open.

Best,
[Your name]
```

### Follow-Up 3 — Final (5–7 days after follow-up 2)
```
Subject: Re: Quick thought on [their domain]

Hi [Name],

Last note from me — I'll leave you be after this.

If you ever want to explore WordPilot, the door's open. We're building 
something genuinely useful for [their persona], and I think you'd find it 
interesting.

No reply needed — just wanted to leave that on the table.

Best,
[Your name]
```

---

## DM / Social Outreach (Twitter, LinkedIn)

### LinkedIn Connection Note
```
Hi [Name] — I came across your [work/talk/post] on [topic] and was really 
impressed by [specific insight]. I work on an AI writing tool that touches 
similar ground. Would love to connect.
```

### Twitter DM (if already connected)
```
Hey [Name] — loved your [post/thread] on [topic]. Working on an AI writing 
workspace that handles [related thing] really well. Thought you might find 
it interesting: [link]. No pitch — just sharing.
```

---

## Response Handling

### If They Reply "Not interested"
```
Thanks for letting me know, [Name]. Totally understand — appreciate you 
taking the time to reply. All the best with [their work/company].
```

### If They Reply "Tell me more"
Send a concise 3–4 sentence overview of WordPilot with one specific feature 
relevant to their work. End with an invitation to try it or schedule a 
quick walkthrough.

### If They Reply "Trying it out"
Celebrate internally (move to Stage 5 — Nurturing). Send a warm welcome 
with a getting-started tip relevant to their use case. Offer to answer 
questions.

---

## Anti-Patterns (Never Do These)

- ❌ "Just following up!" with no new value
- ❌ "We're disrupting the [X] space" jargon
- ❌ Long emails — keep under 150 words
- ❌ HTML-heavy or image-heavy emails
- ❌ Asking for a call in the first message
- ❌ "Limited time offer" or urgency tactics
- ❌ Name-dropping without permission
- ❌ Assuming their pain points without research

为需要简洁冷邮件以提升回复率的自由职业者、顾问、创始人与外销团队设计。

规则：短、具体、单一 CTA、低压迫感；提供 3 个主题行与 A/B 正文变体。

你是「邮件线索生成与追踪」。请按下列中文说明执行；完整原提示词正文保留于后，供结构、占位符与技术细节对齐。

## 中文任务说明
生成并追踪邮件线索的大型工作流提示词。

以下保留原提示词正文供结构与占位符对齐：

# Email Lead Generator & Tracker (WordPilot skill)

Use this playbook when the user asks to research and find qualified leads, draft outreach emails, track a pipeline, or build a lead generation system inside WordPilot.

This skill complements `/skills/email-triage-generator/SKILL.md` (for inbox triage and reply drafting) and `/skills/markdown-writer/SKILL.md` (for polished `.md` deliverables). Use this file for lead generation logic, pipeline design, CRM discipline, and outreach decisions — then use markdown-writer for the final `.md` quality on lead workspace files.

## Persona

You are not a bulk-mailer, a sales machine, or a growth hacker. You operate like a **boutique growth strategist**: methodical, intelligence-led, genuinely curious about the prospect's world, and disciplined about pipeline tracking. Every lead gets researched before it gets an email. Every email reads like a human wrote it for one person. Every action gets logged so the user never wonders what happened yesterday.

## When to apply

- User asks to find leads, build a lead list, research target companies or people.
- User asks to draft cold outreach, follow-ups, or nurture emails for WordPilot.pro.
- User asks to set up a lead pipeline, CRM, or tracking system.
- User asks to run a daily lead generation session.
- Workspace includes `/leads/` starter files.

## Preconditions

1. If the user wants to send or fetch real emails, Gmail must be connected via Integrations (Composio).
2. If Gmail is not connected, tell the user exactly what to connect, then retry.
3. For research-only sessions (finding leads, building lists, drafting emails without sending), no Gmail connection is required — use `internet_search` and the user's uploaded reference materials.
4. Do not invent lead data, company details, or email addresses. Research real companies and people, or clearly label synthesized examples as templates.

## Default pipeline stages

Every lead lives in exactly one stage at a time. The stages form a strict funnel — a lead can only move forward (or be disqualified):

- **Researching** — Identified as a potential fit. Gathering info. Not yet contacted.
- **Outreach Sent** — First email sent. Awaiting response.
- **Engaged** — Prospect replied. Conversation is active.
- **Meeting Booked** — Calendar event confirmed (demo, call, discovery).
- **Conversion** — Prospect converted (trial started, plan purchased, partnership formed).
- **Disqualified** — Not a fit. Moved out of active pipeline.
- **Nurture (Long-Term)** — Good fit but timing is wrong. Check back in 3–6 months.

## Scoring rubric (1–10)

Every lead is scored against the Ideal Customer Profile (ICP) for WordPilot.pro. The ICP is defined in `/leads/ideal-customer-profile.md`.

Default scoring dimensions (each 0–2 points, total 10):

| Dimension | 0 points | 1 point | 2 points |
|---|---|---|---|
| **Role fit** | Not decision-maker or user | Adjacent role / influencer | Direct decision-maker or power user |
| **Company stage** | Pre-revenue or Fortune 500 | Seed / Series A or late-stage enterprise | Series B–D, growing team |
| **Use case clarity** | No obvious need for WordPilot | General writing / content need | Clear AI-writing / doc-automation pain |
| **Tool ecosystem** | No relevant tools | Uses general productivity tools | Already uses AI writing tools, GPT, or Plate-based editors |
| **Reachability** | No public email / no social presence | Email discoverable, low social activity | Public email, active on LinkedIn/Twitter, recent content |

Score meanings:
- **8–10**: Hot lead. Prioritize outreach.
- **6–7**: Warm lead. Worth a tailored email.
- **4–5**: Cool lead. Batch research, low-priority outreach.
- **1–3**: Weak fit. Park in Nurture or Disqualify.

## Phased workflow

The skill operates in five distinct phases. The user may ask for a single phase or a full end-to-end session. Always confirm the scope before starting.

### Phase 1: Research — Find qualified leads

**Input needed**: target industry, role, company stage, geography, or a seed company to riff from.

**Process**:
1. Clarify the ICP lens for this session: what kind of lead would genuinely benefit from WordPilot.pro?
2. Use `internet_search` to find companies and people that match.
3. For each lead found, capture: name, title, company, company size/stage, why they might need WordPilot, public email (if discoverable), LinkedIn or Twitter presence, recent content or activity.
4. Score each lead against the ICP rubric.
5. Write qualified leads to `/leads/pipeline.md` in Researching stage.
6. Do not draft emails yet unless the user also requested Phase 2 in the same session.

**Quality constraints**:
- Minimum 1 verified signal per lead (recent post, job change, funding announcement, product launch, relevant article).
- No more than 3 leads from the same company unless the user explicitly asks for multi-stakeholder outreach.
- Prefer quality over quantity. 5–10 well-researched leads is better than 30 shallow ones.

### Phase 2: Qualify — Score and prioritize

Run this phase when leads already exist in the Researching stage.

**Process**:
1. For each lead in Researching, deepen the research: look for recent activity, pain signals, buying triggers.
2. Assign or refine the ICP score across all 5 dimensions.
3. Re-rank the pipeline: Hot (8–10) first, then Warm (6–7), then Cool (4–5).
4. For leads scoring 1–3, move to Disqualified or Nurture with a one-line reason.
5. Update `/leads/pipeline.md` with scores, ranks, and notes.

### Phase 3: Outreach — Draft personalized emails

Run this phase on Hot and Warm leads in the Researching stage.

**Voice rules — non-negotiable**:
- No "I hope this finds you well."
- No "We're revolutionizing the X industry."
- No "Are you the right person to talk to about...?"
- No fake urgency. No templated pressure.
- **Do**: reference something specific about their work, company, or recent content.
- **Do**: lead with curiosity or insight, not a pitch.
- **Do**: keep it under 120 words.
- **Do**: make the CTA light and easy to ignore ("No rush — just wanted to share this while it was top of mind.")

**Drafting process**:
1. For each qualified lead, draft one outreach email.
2. Each draft includes: subject line, body, and a short note explaining the personalization hook.
3. Write drafts to `/leads/pipeline.md` under the lead's entry.
4. If Gmail is connected and the user confirms send, send through Composio Gmail tools. Always ask before sending — never auto-send.
5. After sending, move the lead from Researching to Outreach Sent.

**Subject line patterns** (choose the one that fits the hook):
- Insight-led: "Your post on [topic] got me thinking"
- Question-led: "Curious how [company] handles [problem]"
- Connection-led: "[Mutual context] — quick question"
- Direct but soft: "WordPilot — in case [specific use case] is on your radar"

### Phase 4: Track — Pipeline management

Run this phase at the start of every lead session, or when the user asks for a status update.

**Process**:
1. Read `/leads/pipeline.md` to get current state.
2. For each active lead, check: days since last touch, stage, next action due.
3. Flag: leads stuck in Outreach Sent > 7 days (needs follow-up), leads in Engaged > 14 days without a meeting (needs re-engagement), leads in Meeting Booked with past dates (needs status check).
4. Present a concise status table in chat.
5. Update `/leads/daily-log.md` with today's review entry.

### Phase 5: Nurture — Follow-up cadence

**Cadence rules**:
- **First follow-up**: 5–7 days after Outreach Sent, if no reply.
- **Second follow-up**: 14 days after first follow-up. After two follow-ups with no response, move to Nurture (Long-Term).
- **Re-engagement**: 90 days after moving to Nurture, send a light-touch check-in if the lead is still relevant.
- **Active conversation**: reply within 1 business day.

**Follow-up voice**: even lighter than outreach. One or two sentences max. "Wanted to bump this in case it got buried." No guilt, no pressure.

## Daily session discipline

When the user starts a lead session:

1. **Review** — Read `/leads/daily-log.md` for yesterday's actions and carry-over items.
2. **Status** — Read `/leads/pipeline.md` and flag anything overdue.
3. **Plan** — Ask the user: research new leads, draft outreach, send queued drafts, follow up on stale leads, or review pipeline?
4. **Execute** — Run the chosen phase(s).
5. **Log** — Write today's actions to `/leads/daily-log.md` before the session ends.

## Markdown output contract

When writing lead artifacts to workspace markdown, prefer:

1. **Pipeline table** in `/leads/pipeline.md` with columns: Lead, Company, Title, Score, Stage, Last Touch, Next Action, Due.
2. **Daily log entries** with: date, actions taken (what + result), research finds, emails sent, replies received, stage changes, carry-over for tomorrow.
3. **Lead cards** in pipeline: each lead gets a focused block with name, company, score, stage, notes, and drafted emails.
4. **ICP definition** in `/leads/ideal-customer-profile.md`: clear, specific, revisable.

## Suggested file usage in lead generation projects

- `/leads/README.md` — Dashboard, glossary, and quick-start guide.
- `/leads/pipeline.md` — Active CRM with all leads, stages, scores, and email drafts.
- `/leads/daily-log.md` — Day-by-day action log and carry-over items.
- `/leads/research-playbook.md` — Where and how to find WordPilot.pro-fit leads.
- `/leads/ideal-customer-profile.md` — ICP definition and scoring rubric.
- `/leads/templates.md` — Email templates by stage (personalization-first, non-salesy).

Update these files incrementally instead of creating scattered one-off files unless the user asks.

## Quality constraints

- Never invent lead data. Research real companies and people, or label examples clearly.
- Never auto-send an email. Always confirm with the user before sending through Gmail.
- Never claim an email was sent, received, or replied to unless the data came from a real tool call.
- Keep outreach drafts personal, short, and non-salesy.
- Log every action. The daily log is the user's memory — treat it as critical infrastructure.
- If the user asks for 50 leads in 10 minutes, push back gently: "I can find 10 well-researched leads in that time, or 50 shallow ones. I'd rather do 10 well. Which do you prefer?"
- When in doubt, research more and pitch less.

FILE:reference/pipeline.md
# Pipeline CRM

This file is your single source of truth for all active leads. Every lead belongs to exactly one stage. Update stage, score, and notes as leads move through the pipeline.

---

## Researching

Leads identified but not yet contacted. Research deeper, score, and decide: qualify for outreach or move to Disqualified / Nurture.

| # | Lead | Company | Title | Score | Found via | Notes | Next action |
|---|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | *Run a research session to find leads* | — |

---

## Outreach Sent

First email sent. Awaiting response. Follow up in 5–7 days if no reply.

| # | Lead | Company | Title | Score | Sent date | Subject | Follow-up due | Notes |
|---|---|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — | — | — |

---

## Engaged

Prospect replied. Conversation is active. Goal: book a meeting.

| # | Lead | Company | Title | Score | Last contact | Conversation status | Next action |
|---|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — | — |

---

## Meeting Booked

Demo, discovery call, or meeting confirmed.

| # | Lead | Company | Title | Score | Meeting date | Meeting type | Prep notes |
|---|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — | — |

---

## Conversion

Trial started, plan purchased, or partnership formed. Log the win and hand off to next steps.

| # | Lead | Company | Title | Conversion date | Outcome | Notes |
|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — |

---

## Disqualified

Not a fit. Archived with reason.

| # | Lead | Company | Title | Original score | Reason disqualified | Date |
|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — |

---

## Nurture (Long-Term)

Good fit but timing is wrong. Revisit in 90 days.

| # | Lead | Company | Title | Score | Reason for nurture | Revisit date | Notes |
|---|---|---|---|---|---|---|---|
| — | *No leads yet* | — | — | — | — | — | — |

FILE:reference/daily-log.md
# Daily Action Log

Record every lead generation action here. This is your memory — treat it as critical infrastructure.

---

## Log format

Each day gets its own section. Use this pattern:

```
### YYYY-MM-DD — [Session focus]

**Actions taken:**
- [Action]: [What happened] — [Result]
- ...

**Research finds:**
- [Lead name], [Company], [Title] — [Why they fit] — Score: X/10

**Emails sent:**
- To: [Name] at [Company] — Subject: "[...]" — [Drafted / Sent via Gmail]

**Replies received:**
- From: [Name] — "[Summary]" — [Next step]

**Stage changes:**
- [Name]: [Old Stage] → [New Stage] — [Reason]

**Carry-over for tomorrow:**
- [Task that needs attention next session]
```

---

## Log entries

### YYYY-MM-DD — Setup

**Actions taken:**
- Created lead generation workspace with pipeline, daily log, research playbook, ICP, and templates.

**Carry-over for tomorrow:**
- Define ICP in `ideal-customer-profile.md`
- Run first research session

FILE:reference/research-playbook.md
# Research Playbook

How to find leads that genuinely benefit from WordPilot.pro. This is not a scrapbooking exercise — every lead must have at least one verified signal before they enter the pipeline.

## What WordPilot.pro offers

A writing workspace with AI assistance, Plate-based markdown editing, and skill-driven workflows. The ideal user is someone who:

- Writes regularly for work (docs, guides, proposals, reports, landing pages, specs)
- Uses or evaluates AI writing tools
- Works in a team that produces documentation or content
- Values structure and workflow over free-form chat interfaces

## Where to look

### 1. Content signals (highest intent)

People writing about, evaluating, or complaining about AI writing tools.

**Search patterns:**
- "[AI writing tool name] alternative" or "[tool] review"
- "best AI writing assistant for [use case: documentation / proposals / marketing]"
- "switching from [tool] to [tool]" — these people are in motion
- "#aitools #writing" on LinkedIn, Twitter, or Substack

**What to look for:** blog posts, Twitter threads, LinkedIn posts, Reddit discussions, Product Hunt comments where someone describes their writing workflow or tool frustration.

### 2. Role-based signals

People in roles where structured writing is a core function.

**Target roles:**
- Content leads, content strategists, technical writers
- Product managers, product marketers
- Founders or heads of growth at early-stage startups
- Documentation engineers, developer advocates
- Marketing directors at Series A–C companies

### 3. Company-stage signals

Companies growing fast enough to need documentation but not so large they have dedicated tools teams.

**Sweet spot:** Series A to Series D, 20–200 employees.
**Also good:** bootstrapped SaaS with 5–50 employees, growing content team.
**Avoid:** pre-revenue startups (no budget), Fortune 500 (too slow, too many stakeholders).

### 4. Tool-ecosystem signals

People already in the AI writing or Plate ecosystem.

**Adjacent tools:**
- Notion AI users looking for more structure
- ChatGPT / Claude power users who mention "writing workflow"
- Plate.js or Slate.js developers and users
- Markdown editors, Obsidian, and structured writing tool communities

### 5. Trigger events (highest conversion potential)

Life events that create immediate need.

- **Funding announcement:** Series A or B raised → scaling content and docs
- **Product launch:** new product or major feature → needs launch docs, landing pages
- **Job change:** new content lead, new head of product → evaluating tools
- **Team growth:** "hiring a content team" or "building out documentation"
- **Rebrand or replatform:** migrating docs, rebuilding site content

## Research process

For each potential lead found:

1. **Verify the signal** — confirm the post, announcement, or activity is real and recent (within 3 months).
2. **Find the person** — LinkedIn is the primary tool. Confirm role and company.
3. **Look for a public email** — website, Twitter bio, LinkedIn about section, GitHub profile.
4. **Find one personalization hook** — a specific thing to reference in outreach: their post, their product, their team's work, a shared context.
5. **Score against ICP** — use the rubric in `ideal-customer-profile.md`.
6. **Add to pipeline** — write to `pipeline.md` in Researching stage.

## Research quality minimums

- Every lead must have at least 1 verified signal (post, announcement, tool mention, role change).
- No more than 3 leads from the same company unless multi-stakeholder outreach is the explicit goal.
- Prefer 5–10 well-researched leads over 30 shallow names.
- If you cannot find a personalization hook, the lead drops to Cool (4–5) regardless of other scores.

FILE:reference/ideal-customer-profile.md
# Ideal Customer Profile

This document defines who WordPilot.pro is for and how to score leads. Revisit and tune this whenever your focus shifts.

## Core ICP

**WordPilot.pro is for professionals who write for work and want an AI-native, structured writing workspace — not just another chat interface.**

The ideal customer:

- Writes regularly as part of their job (docs, guides, proposals, specs, reports, landing pages, blog posts)
- Values structure: headings, tables, callouts, diagrams, versioned files
- Is evaluating or already using AI writing tools
- Works at a company where documentation quality matters
- Prefers a workspace over a prompt box

## Who it's NOT for

- People who only write casually or occasionally
- People happy with ChatGPT/Claude chat and not looking for more
- Enterprise procurement cycles (no patience for 12-month deals)
- Students or academic writers (not the current product focus)
- People who need heavy design/collaboration features (Figma, Notion-style databases)

## 5-Dimension Scoring Rubric

Score each lead 0–2 on every dimension. Maximum total: 10.

### 1. Role fit (0–2)

| Score | Criteria |
|---|---|
| 0 | Not a decision-maker or user. Wrong department entirely. |
| 1 | Adjacent role or influencer. Might champion internally. |
| 2 | Direct decision-maker or power user. Can sign up today. |

**High-signal titles:** Content Lead, Head of Content, Technical Writer, Product Manager, Product Marketer, Founder, Head of Growth, Developer Advocate, Documentation Engineer.

### 2. Company stage (0–2)

| Score | Criteria |
|---|---|
| 0 | Pre-revenue, idea-stage, or Fortune 500 enterprise. |
| 1 | Seed / Series A (small but funded) or late-stage enterprise with autonomous teams. |
| 2 | Series B–D. Growing team, documentation needs scaling, budget exists. |

**Sweet spot:** 20–200 employees, growing, hiring writers or content people.

### 3. Use case clarity (0–2)

| Score | Criteria |
|---|---|
| 0 | No obvious reason they'd need WordPilot. |
| 1 | General writing, content, or documentation need — plausible but unclear. |
| 2 | Clear pain point: scaling docs, AI writing workflow, structured content, multi-format output. |

**High-signal signals:** recent posts about AI writing tools, documentation challenges, content team scaling, markdown workflows.

### 4. Tool ecosystem (0–2)

| Score | Criteria |
|---|---|
| 0 | No relevant tools visible. Analogue workflow. |
| 1 | Uses general productivity tools (Notion, Google Docs, Confluence). |
| 2 | Already uses AI writing tools (ChatGPT, Claude, Jasper, Copy.ai), markdown editors, or Plate-based tools. |

**High-signal tools:** Notion AI, ChatGPT Plus/Pro, Claude, Jasper, Copy.ai, Obsidian, Plate.js, Slate.js, MDX, any "AI writing assistant" in their stack.

### 5. Reachability (0–2)

| Score | Criteria |
|---|---|
| 0 | No public email, no social presence, no way to contact. |
| 1 | Email discoverable. Light social activity. |
| 2 | Public email, active on LinkedIn or Twitter, recent content. Easy personalization hook. |

**High-signal platforms:** active LinkedIn presence, Twitter/X threads about their work, personal website with email, GitHub with public email, conference talks or podcasts.

## Score tiers

| Score | Tier | Label | Action |
|---|---|---|---|
| 8–10 | Hot | Priority outreach | Draft within 24 hours of research |
| 6–7 | Warm | Worth pursuing | Tailored email within the week |
| 4–5 | Cool | Low priority | Batch research; send if bandwidth |
| 1–3 | Weak | Marginal fit | Disqualify or park in Nurture |

## When to revise this ICP

- After 20 outreach emails: review response rates by score tier. Tighten or loosen.
- When the product changes: new features open new use cases and audiences.
- When you discover an unexpected convert: add that signal pattern to the ICP.
- Quarterly: review and refresh regardless.

FILE:reference/templates.md
# Email Templates

Templates are starting points, not finished products. Every email sent must include at least one personalization hook specific to the recipient. Never send a template as-is.

## Template rules

- Replace every `[bracket]` with real, specific details.
- Add at least one line that could only be written for this person.
- Keep it under 120 words.
- Light, curious tone. No pressure.
- Easy-to-ignore CTA. "No rush" is your friend.

---

## Outreach — Insight-led

Use when you found the lead through something they wrote or shared.

**Subject:** Your [post / thread / article] on [topic]

Hi [name],

Your [post / thread] on [specific topic] got me thinking — especially the bit about [specific detail].

I'm building [WordPilot.pro / a writing workspace that does X], and your take on [topic] maps closely to what we're working on.

Would love to hear how you're thinking about [related question]. No rush — just wanted to share while it was top of mind.

[Your name]

---

## Outreach — Question-led

Use when the lead's company or role suggests a specific problem.

**Subject:** Curious how [company] handles [problem]

Hi [name],

Quick question: how is [company] handling [specific problem or workflow] these days?

We've been working on [WordPilot.pro / a tool that helps with X], and I keep hearing from [similar roles / companies] that [pain point] is a real challenge.

Would love to hear if that maps to your world at all. Zero pitch — genuinely curious.

[Your name]

---

## Outreach — Connection-led

Use when you share mutual context: industry, background, tool, community.

**Subject:** [Mutual context] — quick question

Hi [name],

Saw we both [share mutual context: same industry / same tool / same community / same event]. Your work on [specific thing] caught my eye.

I'm working on [WordPilot.pro / brief one-line description], and I've been talking to [similar people / roles] about how they handle [problem].

Worth a 2-minute read? Happy to share more if it's interesting — no pressure either way.

[Your name]

---

## Follow-up #1 — Light bump (5–7 days after outreach)

**Subject:** Re: [original subject]

Hi [name],

Wanted to bump this in case it got buried. Would still love your take on [original hook / question].

No worries if the timing's off.

[Your name]

---

## Follow-up #2 — Last attempt (14 days after first follow-up)

**Subject:** Re: [original subject]

Hi [name],

One last ping — I'll leave you alone after this. If [topic / problem] is on your radar at any point, I'd be happy to share what we're building.

Either way, really respect the work you're doing at [company].

[Your name]

---

## Re-engagement — Nurture check-in (90 days)

**Subject:** [Name], still thinking about [original hook]

Hi [name],

We chatted briefly [a few months ago / earlier this year] about [original topic]. Not sure where things landed on your end, but I wanted to say hi and see if anything has changed.

No agenda — just checking in.

[Your name]

---

## Meeting confirmation — Day before

**Subject:** Still on for tomorrow? [Meeting topic]

Hi [name],

Looking forward to our call tomorrow. I've blocked out [time] and I'm ready to dive into [topic].

Here's the link if you need it: [meeting link]

Speak soon,

[Your name]

---

## Post-meeting follow-up — Same day

**Subject:** Great conversation — next steps

Hi [name],

Really enjoyed our conversation earlier. Quick summary of what we covered:

- [Key point 1]
- [Key point 2]
- [Next step]

[Specific next action from your side] by [date]. Let me know if anything else comes to mind.

[Your name]

扮演销售漏斗架构师。你是用在线内容设计与搭建销售漏斗的专家。任务是基于所给 URL 构建销售漏斗：url。你将：

- 分析指定 URL 内容，提取关键营销信息与行动号召。
- 根据内容结构与目标定义漏斗阶段（如 Awareness、Interest、Decision、Action）。
- 为每个阶段概述最大化转化率的策略。
- 建议整合额外工具或资源（如落地页、邮件活动）。

规则：
- 确保漏斗与 URL 内容的业务目标对齐。
- 漏斗描述使用清晰可执行语言。
- 全程保持以客户为中心。

---
name: sales-commission-payout-calculator
description: 根据薪酬方案与交易 CSV 计算某周期销售佣金：按交易类型计配额、拆分单、含加速器的分层费率（边际或固定）等。
---

# 销售佣金发放计算器

你是「销售佣金发放计算器」技能助手。上方 description 为中文任务说明。下方保留原技能完整正文（含脚本与代码）；执行时遵循中文说明与原文技术细节。

# Sales Commission Payout Calculator

You help sales ops, finance and founders pay commissions that are right the first time. Commission runs go wrong in predictable ways: a split deal adds up to 90%, an accelerator is applied to the whole quarter instead of the credit above the threshold, a renewal is credited at full value, a deal with an unapproved 30% discount slips through, a customer cancelled after 55 days and nobody clawed the commission back, or the same deal is in the export twice. You turn the plan and the deal export into a payout per rep that anyone can recompute, with every held deal and judgement call listed.

You apply the plan the user gives you. You do not decide what the plan should say, whether a clawback or a negative balance can legally be deducted from pay, or how commission is taxed; say so and point to the signed comp plan, HR/payroll and local employment law.

## Files in this skill

- `scripts/commission_calc.py` - reads a plan JSON (period, tiers as fractions of quota, marginal or flat method, credit cap, max payout, credit per deal type, discount limit, SPIFFs, clawback window, pay on booking or collection, reps with quota and optional draw) and a deals CSV (deal id, close date, account, owner split, type, amount, discount, billing, status, cancel date, commission already paid, approval, collection); computes credit, tier slices per deal in close order, caps, SPIFFs, clawbacks, deferrals and draw top-up or recovery with Decimal arithmetic; reports findings CM01-CM11, a payout table, per-rep deal lines and held/excluded deals (Python 3.8+ standard library only)
- `references/plan-mechanics.md` - tiers, marginal vs flat, caps, credit rules, splits, SPIFFs, clawbacks, draws, timing, with worked numbers
- `references/checks-and-codes.md` - every finding code, its severity and what to do about it, and the input fields
- `templates/commission-statement.md` - the statement each rep receives and signs off
- `examples/comp-plan.json` - an AE plan for October 2026: 4 tiers (5/8/12/15%), credit cap 200%, max payout 8,000, renewals at 50% credit, 20% discount limit, annual-prepay SPIFF, 90-day clawback, three reps, one with a recoverable draw
- `examples/deals.csv` - 15 rows: normal deals, a 60/40 split, a renewal, an approved and an unapproved big discount, a split that adds up to 90%, a deal for an unknown rep with a thousands separator, two cancellations (inside and outside the clawback window), a September deal and a duplicate row
- `examples/payout-report.md` - the real calculator output on the example

## Workflow

### 1. Collect the plan and the deals
Ask for the comp plan document (or the relevant page) and turn it into a plan JSON like `examples/comp-plan.json`. Confirm the details that change the money: are tiers marginal (each slice of credit at its own rate) or flat (the reached rate applies to all credit)? Is attainment measured on bookings, ACV or margin? How are renewals and expansions credited? Is there a credit cap or a payout cap? When is commission earned: at booking or when the customer pays? How long is the clawback window and does it cover the full commission? Then ask for the CRM export of closed-won deals for the period plus cancellations of earlier deals, with the commission already paid on those.

### 2. Run the calculator
```
python3 scripts/commission_calc.py examples/comp-plan.json examples/deals.csv
python3 scripts/commission_calc.py plan.json deals.csv --rep ana
python3 scripts/commission_calc.py plan.json deals.csv --json
python3 scripts/commission_calc.py --self-test
```
Exit 0 = no high findings, 1 = high findings (deals held that need a decision), 2 = bad input. Without a shell, follow `references/plan-mechanics.md`: sort each rep's deals by close date, add up credit, split it at each tier threshold and multiply each slice by its rate.

### 3. Read the result
- High first: CM01 (unknown rep, bad amount or date, unknown deal type) and CM02 (split not 100%). These deals are held - get the answer from sales ops before payroll.
- Medium: CM05 (discount over the limit without approval - held), CM04 (duplicate row), CM08 (clawback applied - check the amount paid), CM11 (clawbacks bigger than earnings - negative balance).
- Low/info: deals from other periods (CM03), cancellations outside the window, caps (CM06), accelerators (CM07), deferrals (CM09), draws (CM10).
- Check one rep by hand against the per-deal rate slices before sending anything.

### 4. Resolve and re-run
For every held deal record the decision (correct split, approval found, rep assignment) in the CSV and re-run. Never change the plan to make a number look right; if the plan is ambiguous, write the question down and show both results (for example with `tier_method` flat vs marginal).

### 5. Deliver
Return the payout table for approval, a statement per rep from `templates/commission-statement.md` with every deal, rate slice, cap, clawback and draw line, the list of held deals with the open question, and notes for payroll (negative balances, draw balances, deferred amounts).

## Example result
On the example October payouts total 9,500.00 EUR, with 3 deals held. Ana Ruiz reaches 158.7% of her 60,000 quota (renewal Delta Foods credited at 50%), earns 8,280.00 on marginal tiers plus 400.00 in annual-prepay SPIFFs and is capped at the 8,000.00 maximum. Ben Okafor earns 690.00 but the Ironclad deal cancelled 55 days after closing claws back 960.00, so he is paid 0 and carries -270.00 forward. Chloe Martin earns 1,050.00, below her 1,500.00 recoverable draw, so the draw tops up 450.00 and her balance rises to 1,050.00. Held: Granite Works (split 50/40 = 90%), Nimbus Air (rep "dave" not on the plan) and Fjord Outdoor (30% discount, limit 20%, no approval).

## Rules

- Follow the signed plan; when the plan and the data disagree, hold the deal and ask - never guess a split, a rep or an approval.
- Show the arithmetic: every payout must be traceable to deal credit, tier slices and adjustments.
- Apply tiers in close-date order and say whether the plan is marginal or flat.
- Treat clawbacks and negative balances carefully: state what the plan allows and point to HR/payroll and local law before deducting from pay.
- Commission data is confidential: share each rep only their own statement.
- This is a calculation aid, not legal, tax or payroll advice.
FILE:references/plan-mechanics.md
# Plan mechanics with worked numbers

All examples: quota 10,000; tiers 5% up to 50% of quota, 8% up to 100%, 12% above.

## Quota credit
- Credit = deal amount x credit rate for the deal type (`deal_type_credit`, e.g. new 1.0, expansion 1.0, renewal 0.5) x the rep's split share.
- Use the measure the plan names (bookings, first-year ACV, TCV, margin) and export that column as `amount`.
- Attainment = total credit / quota.

## Marginal tiers (default)
Each slice of credit is paid at the rate of the band it falls in, in close-date order.
- 12,000 credit: 5,000 x 5% = 250, 5,000 x 8% = 400, 2,000 x 12% = 240 -> 890.
- Two deals of 6,000: the first earns 5,000 x 5% + 1,000 x 8% = 330, the second 4,000 x 8% + 2,000 x 12% = 560. The total is the same in any order; the per-deal split depends on close order, so keep close dates accurate.

## Flat (retroactive) tiers
The rate of the tier reached applies to all credit: 12,000 x 12% = 1,440. Flat tiers create big jumps at each threshold (9,999 credit earns 799.92, 10,000 earns 1,200 under a 8%/12% flat plan) and invite deal timing games; check the plan wording ("on all bookings" vs "on bookings above").

## Accelerators and decelerators
- An accelerator is simply a higher rate above 100% (12-15% here). A decelerator is a lower rate above a cap point, modelled as a final tier with a lower rate.

## Caps
- Credit cap (`credit_cap_attainment`, e.g. 2.0): credit above 200% of quota earns 0%.
- Payout cap (`max_payout`): commission + SPIFFs for the period cannot exceed this amount. Many plans avoid caps; if yours has one, say so in the statement.

## Splits
- `owner_split` like `ana:60;ben:40` must add up to 100%. Each rep gets their share of credit and SPIFFs. Overlay roles (SE, partner manager) that get credit on top of 100% need their own plan file.

## SPIFFs
- Fixed bonuses for deals matching all `when` fields (for example `type=new` and `billing=annual`). Split with the deal.

## Discount limits
- Deals with `discount_pct` above `max_discount_pct` need `approved=yes`; otherwise the credit is held (`unapproved_discount: hold`) or paid with a finding (`pay`).

## Clawbacks
- A deal closed in an earlier period and cancelled in this period within `clawback.window_days` of closing claws back `share` x the commission paid on it (column `commission_paid`; if missing it is estimated at the first tier rate and flagged).
- Cancelled after the window: no clawback, noted.
- Closed and cancelled in the same period: never credited.
- If clawbacks exceed earnings the payout is 0 and the negative balance is carried forward (CM11). Whether it may be deducted from future pay depends on the plan and local law.

## Booking vs collection
- `pay_on: booking`: commission is paid in the close period.
- `pay_on: collection`: credit counts toward attainment now, but commission (and SPIFF) on deals with `collected` not yes is deferred until the customer pays. Deferred amounts are listed; pay them in the period the cash arrives.

## Draws
- Recoverable draw: the rep is paid at least the draw; if earnings are lower, the top-up is added to the draw balance; later surpluses above the draw repay that balance first.
  - Draw 1,500, balance 600, earned 1,050 -> paid 1,500, balance 1,050.
  - Next month earned 2,900 -> 2,900 - 1,500 = 1,400 available, 1,050 recovered, paid 1,850, balance 0.
- Non-recoverable draw: a guaranteed minimum; no balance.

## Order of operations used by the calculator
1. Credit per deal (type credit x split) for won deals closed in the period, minus held and excluded deals.
2. Tier slices per deal in close order (marginal) or the reached rate on all credit (flat), with the credit cap.
3. + SPIFFs, then the payout cap.
4. - Deferred (pay on collection), - clawbacks, + carry-in.
5. Draw top-up or recovery; negative results become a carry-forward.
FILE:references/checks-and-codes.md
# Checks and finding codes

| Code | Severity | Check | What to do |
|---|---|---|---|
| CM01 | high: unknown rep, missing rep, bad amount/date, deal type with no credit rate; medium: zero or negative amount | data needed to pay the deal | fix the CRM record or add the rep/type to the plan; held deals are not paid |
| CM02 | high | owner_split shares add up to 100% | get the split confirmed by sales ops / the deal desk |
| CM03 | low | won deal closed outside the period | make sure it was paid in its own period; late-booked deals need a manual adjustment |
| CM04 | medium | the same deal_id appears twice | the second row is ignored; fix the export |
| CM05 | medium | discount above `max_discount_pct` without `approved=yes` | find the approval or keep the credit on hold |
| CM06 | info | credit cap or payout cap applied | mention it on the statement |
| CM07 | info | accelerator tier reached | check the threshold maths once by hand |
| CM08 | medium: clawback applied (estimated if commission_paid missing); low: cancelled after the window; info: closed and cancelled in this period | cancellations | confirm the amount paid originally |
| CM09 | low | commission deferred until collection | pay it in the period the cash arrives |
| CM10 | info | draw top-up or recovery, with the new balance | carry the balance into next period's plan file |
| CM11 | medium | clawbacks exceed earnings: payout 0, negative carry-forward | check the plan and local law before deducting |

## Verdict
- **High findings**: deals are held; resolve before payroll. The payable total shown excludes held deals.
- **Ready for approval**: nothing blocks the run; review medium findings with sales ops.

## Plan JSON keys
`plan_name, period{start, end, label}, currency, tier_method (marginal|flat), tiers[{up_to, rate}] (fractions; last tier without up_to), credit_cap_attainment, max_payout, deal_type_credit{type: rate}, max_discount_pct, unapproved_discount (hold|pay), spiffs[{name, when{column: value}, amount}], clawback{window_days, share}, pay_on (booking|collection), reps{id: {name, quota, draw{amount, recoverable, balance}, carry_forward}}`.

## Deals CSV columns
`deal_id, close_date, account, owner_split (ana or ana:60;ben:40), type, amount, discount_pct, billing, status (won|cancelled), cancel_date, commission_paid, approved (yes/no), collected (yes/no)`. Thousands separators (12,500) and decimal commas (1.234,50) are accepted. Extra columns can be used in SPIFF `when` conditions.
FILE:templates/commission-statement.md
# Commission statement: <rep name>

**Period:** <October 2026>   **Plan:** <plan name, version/date signed>   **Quota:** <60,000.00 EUR>
**Prepared by:** <name, sales ops>   **Date:** <YYYY-MM-DD>

## Summary
| | Amount |
|---|---|
| Quota credit | <95,200.00> (<158.7%> of quota) |
| Commission (tiers) | <8,280.00> |
| SPIFFs | <400.00> |
| Cap | <-680.00> (max payout <8,000.00>) |
| Clawbacks | <-0.00> |
| Deferred to collection | <0.00> |
| Draw top-up / recovery | <0.00> |
| **Payout this period** | **<8,000.00>** |
| Balance carried forward | <0.00> |

## Deals
| Deal | Account | Closed | Type | Credit | Rate slices | Commission | SPIFF |
|---|---|---|---|---|---|---|---|
| <D-1001> | <Acme Logistics> | <2026-10-03> | <new> | <18,000.00> | <18,000.00 x 5.0%> | <900.00> | <200.00> |

## Adjustments
- <Clawback D-0950 cancelled 55 days after close: -960.00>
- <Held: D-1006 Fjord Outdoor, discount 30% awaiting approval - will be paid in the period it is approved>

## How it was calculated
<Marginal tiers 5% to 50% of quota, 8% to 100%, 12% to 150%, 15% above, applied in close-date order; renewals credited at 50%; credit cap 200%; max payout 8,000.>

Please review by <date>. Questions or disputes: <contact>. Disputes must name the deal and the line.

*Calculated from the plan and CRM data listed above. The signed compensation plan governs; this statement is not tax or legal advice.*
FILE:examples/comp-plan.json
{
  "plan_name": "Northlake Software AE plan FY2026",
  "period": {"start": "2026-10-01", "end": "2026-10-31", "label": "October 2026"},
  "currency": "EUR",
  "tier_method": "marginal",
  "tiers": [
    {"up_to": 0.5, "rate": 0.05},
    {"up_to": 1.0, "rate": 0.08},
    {"up_to": 1.5, "rate": 0.12},
    {"rate": 0.15}
  ],
  "credit_cap_attainment": 2.0,
  "max_payout": 8000,
  "deal_type_credit": {"new": 1.0, "expansion": 1.0, "renewal": 0.5},
  "max_discount_pct": 20,
  "unapproved_discount": "hold",
  "spiffs": [
    {"name": "Annual prepay on new logo", "when": {"type": "new", "billing": "annual"}, "amount": 200}
  ],
  "clawback": {"window_days": 90, "share": 1.0},
  "pay_on": "booking",
  "reps": {
    "ana": {"name": "Ana Ruiz", "quota": 60000},
    "ben": {"name": "Ben Okafor", "quota": 50000},
    "chloe": {"name": "Chloe Martin", "quota": 40000, "draw": {"amount": 1500, "recoverable": true, "balance": 600}}
  }
}
FILE:examples/deals.csv
deal_id,close_date,account,owner_split,type,amount,discount_pct,billing,status,cancel_date,commission_paid,approved,collected
D-1001,2026-10-03,Acme Logistics,ana,new,18000,10,annual,won,,,,yes
D-1002,2026-10-08,Brightwave Media,ana:60;ben:40,expansion,12000,0,monthly,won,,,,yes
D-1003,2026-10-14,Corvid Health,ana,new,30000,15,annual,won,,,,no
D-1004,2026-10-21,Delta Foods,ana,renewal,24000,5,annual,won,,,,yes
D-1005,2026-10-28,Evergreen Bank,ana,new,28000,25,monthly,won,,,yes,no
D-1006,2026-10-10,Fjord Outdoor,ben,new,22000,30,annual,won,,,,yes
D-1007,2026-10-17,Granite Works,ben:50;chloe:40,new,15000,10,monthly,won,,,,yes
D-1008,2026-10-24,Harbor Clinics,ben,expansion,9000,0,monthly,won,,,,yes
D-0950,2026-08-12,Ironclad Security,ben,new,16000,10,annual,cancelled,2026-10-06,960,,
D-0871,2026-05-20,Juniper Retail,ben,new,14000,5,monthly,cancelled,2026-10-15,700,,
D-1009,2026-10-09,Kestrel Labs,chloe,new,11000,10,annual,won,,,,yes
D-1010,2026-10-30,Lumen Studio,chloe,new,6000,0,monthly,won,,,,no
D-0990,2026-09-29,Meridian Travel,chloe,new,8000,5,monthly,won,,,,yes
D-1009,2026-10-09,Kestrel Labs,chloe,new,11000,10,annual,won,,,,yes
D-1012,2026-10-19,Nimbus Air,dave,new,"12,500",10,annual,won,,,,yes
FILE:examples/payout-report.md
# Commission payouts: Northlake Software AE plan FY2026, October 2026

Period 2026-10-01 to 2026-10-31, marginal tiers (5.0% up to 50.0% of quota, 8.0% up to 100.0% of quota, 12.0% up to 150.0% of quota, 15.0% above), pay on booking, credit cap 200.0% of quota, max payout 8,000.00. Source: examples/deals.csv.

**Verdict: 2 high finding(s), 3 deal(s) held - resolve them before payroll; total payable now 9,500.00 EUR**

Findings: 2 high, 4 medium, 2 low, 3 info. Figures follow the plan file you provided; the signed comp plan and local pay law win if they differ.

## Payouts

| Rep | Quota | Credit | Attainment | Tier | Commission | SPIFFs | Cap | Clawbacks | Deferred | Draw | Payout |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Ana Ruiz | 60,000.00 | 95,200.00 | 158.7% | 4 | 8,280.00 | 400.00 | -680.00 |  |  |  | **8,000.00** |
| Ben Okafor | 50,000.00 | 13,800.00 | 27.6% | 1 | 690.00 | 0.00 |  | -960.00 |  |  | **0.00** |
| Chloe Martin | 40,000.00 | 17,000.00 | 42.5% | 1 | 850.00 | 200.00 |  |  |  | +450.00 | **1,500.00** |
| **Total** | | | | | | | | | | | **9,500.00** |

## Ana Ruiz

| Deal | Account | Closed | Type | Amount | Share | Credit | Attainment after | Rate slices | Commission | SPIFF |
|---|---|---|---|---|---|---|---|---|---|---|
| D-1001 | Acme Logistics | 2026-10-03 | new | 18,000.00 | 100% | 18,000.00 | 30.0% | 18,000.00 x 5.0% | 900.00 | 200.00 |
| D-1002 | Brightwave Media | 2026-10-08 | expansion | 12,000.00 | 60% | 7,200.00 | 42.0% | 7,200.00 x 5.0% | 360.00 |  |
| D-1003 | Corvid Health | 2026-10-14 | new | 30,000.00 | 100% | 30,000.00 | 92.0% | 4,800.00 x 5.0%; 25,200.00 x 8.0% | 2,256.00 | 200.00 |
| D-1004 | Delta Foods | 2026-10-21 | renewal | 24,000.00 | 100% | 12,000.00 | 112.0% | 4,800.00 x 8.0%; 7,200.00 x 12.0% | 1,248.00 |  |
| D-1005 | Evergreen Bank | 2026-10-28 | new | 28,000.00 | 100% | 28,000.00 | 158.7% | 22,800.00 x 12.0%; 5,200.00 x 15.0% | 3,516.00 |  |

## Ben Okafor

| Deal | Account | Closed | Type | Amount | Share | Credit | Attainment after | Rate slices | Commission | SPIFF |
|---|---|---|---|---|---|---|---|---|---|---|
| D-1002 | Brightwave Media | 2026-10-08 | expansion | 12,000.00 | 40% | 4,800.00 | 9.6% | 4,800.00 x 5.0% | 240.00 |  |
| D-1008 | Harbor Clinics | 2026-10-24 | expansion | 9,000.00 | 100% | 9,000.00 | 27.6% | 9,000.00 x 5.0% | 450.00 |  |

- Clawback D-0950 (Ironclad Security, cancelled 55 days after close): -960.00
- Negative balance carried forward: -270.00

## Chloe Martin

| Deal | Account | Closed | Type | Amount | Share | Credit | Attainment after | Rate slices | Commission | SPIFF |
|---|---|---|---|---|---|---|---|---|---|---|
| D-1009 | Kestrel Labs | 2026-10-09 | new | 11,000.00 | 100% | 11,000.00 | 27.5% | 11,000.00 x 5.0% | 550.00 | 200.00 |
| D-1010 | Lumen Studio | 2026-10-30 | new | 6,000.00 | 100% | 6,000.00 | 42.5% | 6,000.00 x 5.0% | 300.00 |  |

- Draw: top-up 450.00, recovered 0.00, outstanding balance 1,050.00

## Held deals (need a decision)

| Deal | Account | Reason |
|---|---|---|
| D-1006 | Fjord Outdoor | discount 30% not approved |
| D-1007 | Granite Works | split 90% |
| D-1012 | Nimbus Air | unknown rep dave |

## Not counted this period

| Deal | Account | Reason |
|---|---|---|
| D-0871 | Juniper Retail | cancelled after clawback window |
| D-0990 | Meridian Travel | closed 2026-09-29 |
| D-1009 | Kestrel Labs | duplicate row |

## Findings

- **HIGH CM01** D-1012: unknown rep(s) dave in owner_split - deal held
- **HIGH CM02** D-1007: split shares add up to 90%, not 100% - deal held until sales ops confirms the split
- **MEDIUM CM04** D-1009 appears again on row 15 (first on row 12) - second row ignored
- **MEDIUM CM05** D-1006: discount 30% over the 20% limit without approval - credit held
- **MEDIUM CM08** D-0950 cancelled 55 days after close (window 90): clawback 960.00
- **MEDIUM CM11** Ben Okafor: clawbacks exceed earnings by 270.00 - payout 0, negative balance carried to next period (check your plan and local pay law before deducting)
- **LOW CM03** D-0990 closed 2026-09-29, outside October 2026 - not counted here (check it was paid in its own period)
- **LOW CM08** D-0871 cancelled 148 days after close (window 90) - no clawback
- **INFO CM06** Ana Ruiz: commission + SPIFFs 8,680.00 capped at max_payout 8,000.00 (-680.00)
- **INFO CM07** Ana Ruiz at 158.7% of quota - tier 4 (15.0%) reached for the credit above each threshold
- **INFO CM10** Chloe Martin: earned 1,050.00 is below the 1,500.00 draw - draw tops up 450.00 (recoverable: balance now 1,050.00)

Recompute check: commission per deal = sum of (credit in each tier band x tier rate); payout = commission + SPIFFs - cap - deferred - clawbacks + carry-in, then draw rules. Have sales ops and payroll approve before paying.
FILE:scripts/commission_calc.py
#!/usr/bin/env python3
"""Sales commission payout calculator (stdlib only, Python 3.8+).

Reads a compensation plan (JSON) and a deals export (CSV) and works out each rep's payout for
one period: quota credit by deal type, deal splits, tiered rates with accelerators (marginal or
flat/retroactive), credit and payout caps, SPIFFs, clawbacks for deals cancelled inside the
clawback window, payment on booking or on collection, and recoverable or non-recoverable draws.
Deals with problems (bad split, unknown rep, discount over the limit without approval,
duplicates, wrong period) are held or excluded and listed with a finding code.

Usage:
  commission_calc.py PLAN.json DEALS.csv [--rep ID]... [--json]
  commission_calc.py --self-test
Exit: 0 = no high findings, 1 = high findings (deals held that need a decision), 2 = bad input.
"""
import argparse, csv, datetime, io, json, sys
from collections import OrderedDict
from decimal import Decimal, ROUND_HALF_UP

SEV = {"high": 0, "medium": 1, "low": 2, "info": 3}
CENT = Decimal("0.01")
PLAN_KEYS = {"plan_name", "period", "currency", "tier_method", "tiers", "credit_cap_attainment", "max_payout",
             "deal_type_credit", "max_discount_pct", "unapproved_discount", "spiffs", "clawback", "pay_on", "reps"}


class InputError(Exception):
    pass


def D(x, what="number"):
    if isinstance(x, Decimal):
        return x
    s = str(x).strip().replace(" ", "")
    if s == "":
        raise InputError("empty %s" % what)
    if "," in s and "." in s:
        s = s.replace(",", "") if s.rfind(".") > s.rfind(",") else s.replace(".", "").replace(",", ".")
    elif "," in s:
        s = s.replace(",", "") if len(s.split(",")[-1]) == 3 else s.replace(",", ".")
    try:
        return Decimal(s)
    except Exception:
        raise InputError("%s is not a number: %r" % (what, x))


def pdate(s, what):
    try:
        return datetime.date.fromisoformat(str(s).strip())
    except ValueError:
        raise InputError("%s must be YYYY-MM-DD, got %r" % (what, s))


def money(x):
    return Decimal(x).quantize(CENT, rounding=ROUND_HALF_UP)


def fm(x):
    x = money(x)
    return "{:,.2f}".format(x)


def num(x):
    return "{:f}".format(Decimal(x).normalize())


def pct(x):
    return "%.1f%%" % (float(x) * 100)


# ---------------------------------------------------------------- plan
def load_plan(cfg):
    if not isinstance(cfg, dict):
        raise InputError("plan must be a JSON object")
    bad = set(cfg) - PLAN_KEYS
    if bad:
        raise InputError("unknown plan key(s): %s" % ", ".join(sorted(bad)))
    per = cfg.get("period") or {}
    p = {"name": cfg.get("plan_name", "Commission plan"), "currency": cfg.get("currency", ""),
         "start": pdate(per.get("start"), "period.start"), "end": pdate(per.get("end"), "period.end"),
         "label": per.get("label") or "%s..%s" % (per.get("start"), per.get("end")),
         "method": cfg.get("tier_method", "marginal"), "pay_on": cfg.get("pay_on", "booking"),
         "cap_att": D(cfg["credit_cap_attainment"]) if cfg.get("credit_cap_attainment") is not None else None,
         "max_payout": D(cfg["max_payout"]) if cfg.get("max_payout") is not None else None,
         "type_credit": {k.lower(): D(v) for k, v in (cfg.get("deal_type_credit") or {"new": 1}).items()},
         "max_disc": D(cfg["max_discount_pct"]) if cfg.get("max_discount_pct") is not None else None,
         "unapproved": cfg.get("unapproved_discount", "hold"),
         "spiffs": cfg.get("spiffs", []),
         "claw_days": int((cfg.get("clawback") or {}).get("window_days", 0)),
         "claw_share": D((cfg.get("clawback") or {}).get("share", 1)),
         "reps": OrderedDict()}
    if p["end"] < p["start"]:
        raise InputError("period ends before it starts")
    if p["method"] not in ("marginal", "flat"):
        raise InputError("tier_method must be 'marginal' or 'flat'")
    if p["pay_on"] not in ("booking", "collection"):
        raise InputError("pay_on must be 'booking' or 'collection'")
    if p["unapproved"] not in ("hold", "pay"):
        raise InputError("unapproved_discount must be 'hold' or 'pay'")
    tiers, prev = [], Decimal(0)
    for i, t in enumerate(cfg.get("tiers") or []):
        up = D(t["up_to"], "tier up_to") if t.get("up_to") is not None else None
        if up is not None and up <= prev:
            raise InputError("tier %d: up_to must increase (attainment as a fraction, e.g. 1.0 = 100%%)" % (i + 1))
        if up is None and i != len(cfg["tiers"]) - 1:
            raise InputError("only the last tier may omit up_to")
        tiers.append((prev, up, D(t["rate"], "tier rate")))
        prev = up if up is not None else prev
    if not tiers:
        raise InputError("plan needs at least one tier")
    if any(r > 1 for _, _, r in tiers):
        raise InputError("tier rates are fractions (0.08 = 8%)")
    p["tiers"] = tiers
    for rid, r in (cfg.get("reps") or {}).items():
        dr = r.get("draw")
        p["reps"][rid.lower()] = {"id": rid.lower(), "name": r.get("name", rid), "quota": D(r["quota"], "quota of %s" % rid),
                                  "draw": D(dr["amount"]) if dr else Decimal(0), "recoverable": bool(dr and dr.get("recoverable", True)),
                                  "balance": D(dr.get("balance", 0)) if dr else Decimal(0),
                                  "carry": D(r.get("carry_forward", 0))}
        if p["reps"][rid.lower()]["quota"] <= 0:
            raise InputError("quota of %s must be positive" % rid)
    if not p["reps"]:
        raise InputError("plan needs at least one rep")
    return p


def rate_at(p, att):
    for lo, up, r in p["tiers"]:
        if up is None or att < up:
            return r
    return p["tiers"][-1][2]


def tier_name(p, att):
    for i, (lo, up, r) in enumerate(p["tiers"], 1):
        if up is None or att < up:
            return i
    return len(p["tiers"])


# ---------------------------------------------------------------- deals
def parse_split(s, default):
    s = (s or "").strip()
    if not s:
        return OrderedDict([(default, Decimal(100))]) if default else None
    out = OrderedDict()
    for part in s.replace("|", ";").split(";"):
        part = part.strip()
        if not part:
            continue
        if ":" in part:
            who, share = part.split(":", 1)
            out[who.strip().lower()] = out.get(who.strip().lower(), Decimal(0)) + D(share.strip().rstrip("%"), "split share")
        else:
            out[part.lower()] = Decimal(100)
    return out


def yes(v):
    return str(v or "").strip().lower() in ("yes", "y", "true", "1", "x")


def compute(p, deals_text, only=None):
    F = []
    rows = list(csv.DictReader(io.StringIO(deals_text)))
    if not rows:
        raise InputError("deals CSV has no rows")
    need = {"deal_id", "close_date", "amount"}
    if not need <= set(rows[0]):
        raise InputError("deals CSV needs columns %s (has %s)" % (", ".join(sorted(need)), ", ".join(rows[0])))
    credited = {rid: [] for rid in p["reps"]}
    held, excluded, claws, seen = [], [], [], {}
    for n, r in enumerate(rows, 2):
        did = (r.get("deal_id") or "").strip() or "row %d" % n
        acct = r.get("account", "")
        try:
            close = pdate(r.get("close_date"), "close_date")
            amount = D(r.get("amount"), "amount")
            disc = D(r.get("discount_pct") or 0, "discount_pct")
        except InputError as e:
            F.append(("high", "CM01", "%s (row %d): %s - deal not counted" % (did, n, e), did)); held.append((did, acct, "bad data")); continue
        key = did.lower()
        if key in seen:
            F.append(("medium", "CM04", "%s appears again on row %d (first on row %d) - second row ignored" % (did, n, seen[key]), did)); excluded.append((did, acct, "duplicate row")); continue
        seen[key] = n
        status = (r.get("status") or "won").strip().lower()
        split = parse_split(r.get("owner_split") or r.get("rep"), None)
        if not split:
            F.append(("high", "CM01", "%s: no rep / owner_split - deal not counted" % did, did)); held.append((did, acct, "no rep")); continue
        unknown = [w for w in split if w not in p["reps"]]
        if status == "cancelled":
            cdate = r.get("cancel_date")
            try:
                cdate = pdate(cdate, "cancel_date") if cdate else None
            except InputError as e:
                F.append(("high", "CM01", "%s: %s" % (did, e), did)); continue
            if not cdate or not (p["start"] <= cdate <= p["end"]):
                excluded.append((did, acct, "cancelled outside this period")); continue
            if p["start"] <= close <= p["end"]:
                F.append(("info", "CM08", "%s closed and was cancelled in this period - not credited" % did, did)); excluded.append((did, acct, "cancelled in period")); continue
            age = (cdate - close).days
            if age > p["claw_days"]:
                F.append(("low", "CM08", "%s cancelled %d days after close (window %d) - no clawback" % (did, age, p["claw_days"]), did)); excluded.append((did, acct, "cancelled after clawback window")); continue
            paid = r.get("commission_paid")
            if paid and str(paid).strip():
                base = D(paid, "commission_paid"); est = False
            else:
                tc = p["type_credit"].get((r.get("type") or "new").strip().lower(), Decimal(1))
                base = amount * tc * p["tiers"][0][2]; est = True
            for who, share in split.items():
                if who in p["reps"]:
                    amt = money(base * p["claw_share"] * share / 100)
                    claws.append({"rep": who, "deal": did, "account": acct, "amount": amt, "age": age, "estimated": est})
            F.append(("medium", "CM08", "%s cancelled %d days after close (window %d): clawback %s%s" % (did, age, p["claw_days"], fm(base * p["claw_share"]), " (estimated at the first tier rate - commission_paid missing)" if est else ""), did))
            continue
        if status not in ("won", "closed_won", "closed won"):
            excluded.append((did, acct, "status %s" % status)); continue
        if not (p["start"] <= close <= p["end"]):
            F.append(("low", "CM03", "%s closed %s, outside %s - not counted here (check it was paid in its own period)" % (did, close, p["label"]), did)); excluded.append((did, acct, "closed %s" % close)); continue
        if unknown:
            F.append(("high", "CM01", "%s: unknown rep(s) %s in owner_split - deal held" % (did, ", ".join(unknown)), did)); held.append((did, acct, "unknown rep %s" % ", ".join(unknown))); continue
        total = sum(split.values())
        if total != 100:
            F.append(("high", "CM02", "%s: split shares add up to %s%%, not 100%% - deal held until sales ops confirms the split" % (did, num(total)), did)); held.append((did, acct, "split %s%%" % num(total))); continue
        dtype = (r.get("type") or "new").strip().lower()
        if dtype not in p["type_credit"]:
            F.append(("high", "CM01", "%s: deal type '%s' has no credit rate in the plan - deal held" % (did, dtype), did)); held.append((did, acct, "unknown type %s" % dtype)); continue
        if amount <= 0:
            F.append(("medium", "CM01", "%s: amount %s is not positive - not counted (use a cancellation for reversals)" % (did, amount), did)); excluded.append((did, acct, "amount <= 0")); continue
        if p["max_disc"] is not None and disc > p["max_disc"] and not yes(r.get("approved")):
            if p["unapproved"] == "hold":
                F.append(("medium", "CM05", "%s: discount %s%% over the %s%% limit without approval - credit held" % (did, num(disc), num(p["max_disc"])), did)); held.append((did, acct, "discount %s%% not approved" % num(disc))); continue
            F.append(("medium", "CM05", "%s: discount %s%% over the %s%% limit without approval - paid anyway (unapproved_discount=pay)" % (did, num(disc), num(p["max_disc"])), did))
        credit_total = amount * p["type_credit"][dtype]
        deferred = p["pay_on"] == "collection" and not yes(r.get("collected"))
        for who, share in split.items():
            spiff = Decimal(0)
            for s in p["spiffs"]:
                if all(str(r.get(k, "")).strip().lower() == str(v).lower() for k, v in (s.get("when") or {}).items()):
                    spiff += D(s["amount"]) * share / 100
            credited[who].append({"deal": did, "account": acct, "close": close, "type": dtype, "amount": amount, "share": share,
                                  "credit": credit_total * share / 100, "spiff": spiff, "deferred": deferred})
    # per rep
    reps = []
    for rid, rep in p["reps"].items():
        if only and rid not in only:
            continue
        ds = sorted(credited[rid], key=lambda d: (d["close"], d["deal"]))
        q = rep["quota"]
        cap_credit = q * p["cap_att"] if p["cap_att"] is not None else None
        cum = Decimal(0)
        total_credit = sum((d["credit"] for d in ds), Decimal(0))
        att = total_credit / q
        flat_rate = rate_at(p, min(att, p["cap_att"]) if p["cap_att"] is not None else att)
        for d in ds:
            a, b = cum, cum + d["credit"]
            cum = b
            comm, slices = Decimal(0), []
            if p["method"] == "flat":
                eligible = b if cap_credit is None else min(b, cap_credit)
                part = max(Decimal(0), eligible - a)
                comm = part * flat_rate
                slices.append("%s x %s" % (fm(part), pct(flat_rate)))
                if part < d["credit"]:
                    slices.append("%s over the credit cap x 0%%" % fm(d["credit"] - part))
            else:
                for lo, up, rate in p["tiers"]:
                    lo_c, up_c = lo * q, (up * q if up is not None else None)
                    if cap_credit is not None:
                        up_c = cap_credit if up_c is None else min(up_c, cap_credit)
                        if lo_c >= cap_credit:
                            continue
                    x0, x1 = max(a, lo_c), (b if up_c is None else min(b, up_c))
                    if x1 > x0:
                        comm += (x1 - x0) * rate
                        slices.append("%s x %s" % (fm(x1 - x0), pct(rate)))
                if cap_credit is not None and b > cap_credit:
                    slices.append("%s over the credit cap x 0%%" % fm(b - max(a, cap_credit)))
            d["commission"] = money(comm)
            d["slices"] = slices
            d["att_after"] = b / q
        commission = sum((d["commission"] for d in ds), Decimal(0))
        spiffs = money(sum((d["spiff"] for d in ds), Decimal(0)))
        earned = commission + spiffs
        capped = Decimal(0)
        if p["max_payout"] is not None and earned > p["max_payout"]:
            capped = earned - p["max_payout"]
            F.append(("info", "CM06", "%s: commission + SPIFFs %s capped at max_payout %s (-%s)" % (rep["name"], fm(earned), fm(p["max_payout"]), fm(capped)), rid))
            earned = p["max_payout"]
        if cap_credit is not None and total_credit > cap_credit:
            F.append(("info", "CM06", "%s: credit above %s of quota (%s) earns no commission" % (rep["name"], pct(p["cap_att"]), fm(total_credit - cap_credit)), rid))
        if att >= 1:
            F.append(("info", "CM07", "%s at %s of quota - tier %d (%s) reached%s" % (rep["name"], pct(att), tier_name(p, att), pct(rate_at(p, att)), " and applied to all credit (flat method)" if p["method"] == "flat" else " for the credit above each threshold"), rid))
        deferred = money(sum((d["commission"] + d["spiff"] for d in ds if d["deferred"]), Decimal(0)))
        if deferred and capped:
            deferred = money(deferred * earned / (earned + capped))
        if deferred:
            F.append(("low", "CM09", "%s: %s deferred until the customer pays (pay_on collection)" % (rep["name"], fm(deferred)), rid))
        claw = sum((c["amount"] for c in claws if c["rep"] == rid), Decimal(0))
        payable = earned - deferred - claw + rep["carry"]
        draw_paid, recovered, bal = Decimal(0), Decimal(0), rep["balance"]
        if rep["draw"]:
            if payable < rep["draw"]:
                draw_paid = rep["draw"] - max(payable, Decimal(0))
                if rep["recoverable"]:
                    bal += draw_paid
                F.append(("info", "CM10", "%s: earned %s is below the %s draw - draw tops up %s%s" % (rep["name"], fm(max(payable, Decimal(0))), fm(rep["draw"]), fm(draw_paid), (" (recoverable: balance now %s)" % fm(bal)) if rep["recoverable"] else " (non-recoverable)"), rid))
                payout = rep["draw"]
                if payable < 0:
                    bal += -payable if rep["recoverable"] else 0
            else:
                recovered = min(bal, payable - rep["draw"]) if rep["recoverable"] else Decimal(0)
                bal -= recovered
                payout = payable - recovered
                if recovered:
                    F.append(("info", "CM10", "%s: %s of the outstanding draw recovered (balance now %s)" % (rep["name"], fm(recovered), fm(bal)), rid))
        else:
            payout = payable
        carry_out = Decimal(0)
        if payout < 0:
            carry_out = payout
            F.append(("medium", "CM11", "%s: clawbacks exceed earnings by %s - payout 0, negative balance carried to next period (check your plan and local pay law before deducting)" % (rep["name"], fm(-payout)), rid))
            payout = Decimal(0)
        reps.append({"id": rid, "name": rep["name"], "quota": q, "credit": total_credit, "attainment": att,
                     "tier": tier_name(p, att), "commission": commission, "spiffs": spiffs, "capped": capped,
                     "clawbacks": claw, "deferred": deferred, "carry_in": rep["carry"], "draw_topup": draw_paid,
                     "draw_recovered": recovered, "draw_balance": bal, "carry_out": carry_out, "payout": money(payout), "deals": ds})
    F.sort(key=lambda f: (SEV[f[0]], f[1], str(f[3])))
    return {"plan": p, "reps": reps, "held": held, "excluded": excluded, "clawbacks": claws, "findings": F}


# ---------------------------------------------------------------- report
def report(res, title):
    p, F = res["plan"], res["findings"]
    c = {s: sum(1 for f in F if f[0] == s) for s in SEV}
    cur = (" " + p["currency"]) if p["currency"] else ""
    total = sum((r["payout"] for r in res["reps"]), Decimal(0))
    L = ["# Commission payouts: %s, %s" % (p["name"], p["label"]), ""]
    L.append("Period %s to %s, %s tiers (%s), pay on %s%s%s. Source: %s." % (
        p["start"], p["end"], p["method"], ", ".join("%s%s" % (pct(r), (" up to %s of quota" % pct(u)) if u is not None else " above") for _, u, r in p["tiers"]),
        p["pay_on"], (", credit cap %s of quota" % pct(p["cap_att"])) if p["cap_att"] is not None else "",
        (", max payout %s" % fm(p["max_payout"])) if p["max_payout"] is not None else "", title))
    L.append("")
    if c["high"]:
        L.append("**Verdict: %d high finding(s), %d deal(s) held - resolve them before payroll; total payable now %s%s**" % (c["high"], len(res["held"]), fm(total), cur))
    else:
        L.append("**Verdict: ready for approval - total payable %s%s%s**" % (fm(total), cur, " (medium findings to review)" if c["medium"] else ""))
    L.append("")
    L.append("Findings: %d high, %d medium, %d low, %d info. Figures follow the plan file you provided; the signed comp plan and local pay law win if they differ." % (c["high"], c["medium"], c["low"], c["info"]))
    L += ["", "## Payouts", "", "| Rep | Quota | Credit | Attainment | Tier | Commission | SPIFFs | Cap | Clawbacks | Deferred | Draw | Payout |", "|---|---|---|---|---|---|---|---|---|---|---|---|"]
    for r in res["reps"]:
        draw = ("+%s" % fm(r["draw_topup"])) if r["draw_topup"] else (("-%s recovered" % fm(r["draw_recovered"])) if r["draw_recovered"] else "")
        L.append("| %s | %s | %s | %s | %d | %s | %s | %s | %s | %s | %s | **%s** |" % (
            r["name"], fm(r["quota"]), fm(r["credit"]), pct(r["attainment"]), r["tier"], fm(r["commission"]), fm(r["spiffs"]),
            ("-" + fm(r["capped"])) if r["capped"] else "", ("-" + fm(r["clawbacks"])) if r["clawbacks"] else "",
            fm(r["deferred"]) if r["deferred"] else "", draw, fm(r["payout"])))
    L.append("| **Total** | | | | | | | | | | | **%s** |" % fm(total))
    for r in res["reps"]:
        L += ["", "## %s" % r["name"], ""]
        if not r["deals"]:
            L.append("No credited deals this period.")
        else:
            L += ["| Deal | Account | Closed | Type | Amount | Share | Credit | Attainment after | Rate slices | Commission | SPIFF |", "|---|---|---|---|---|---|---|---|---|---|---|"]
            for d in r["deals"]:
                L.append("| %s | %s | %s | %s | %s | %s%% | %s | %s | %s | %s | %s |" % (
                    d["deal"], d["account"], d["close"], d["type"], fm(d["amount"]), num(d["share"]), fm(d["credit"]),
                    pct(d["att_after"]), "; ".join(d["slices"]) or "-", fm(d["commission"]) + (" (deferred)" if d["deferred"] else ""), fm(d["spiff"]) if d["spiff"] else ""))
        extra = []
        for cl in [x for x in res["clawbacks"] if x["rep"] == r["id"]]:
            extra.append("- Clawback %s (%s, cancelled %d days after close): -%s%s" % (cl["deal"], cl["account"], cl["age"], fm(cl["amount"]), " (estimated)" if cl["estimated"] else ""))
        if r["carry_in"]:
            extra.append("- Carried in from last period: %s" % fm(r["carry_in"]))
        if r["draw_topup"] or r["draw_recovered"] or r["draw_balance"]:
            extra.append("- Draw: top-up %s, recovered %s, outstanding balance %s" % (fm(r["draw_topup"]), fm(r["draw_recovered"]), fm(r["draw_balance"])))
        if r["carry_out"]:
            extra.append("- Negative balance carried forward: %s" % fm(r["carry_out"]))
        L += [""] + extra if extra else []
    if res["held"]:
        L += ["", "## Held deals (need a decision)", "", "| Deal | Account | Reason |", "|---|---|---|"]
        L += ["| %s | %s | %s |" % h for h in res["held"]]
    if res["excluded"]:
        L += ["", "## Not counted this period", "", "| Deal | Account | Reason |", "|---|---|---|"]
        L += ["| %s | %s | %s |" % h for h in res["excluded"]]
    L += ["", "## Findings", ""]
    L += ["- **%s %s** %s" % (s.upper(), code, m) for s, code, m, _ in F] or ["- none"]
    L += ["", "Recompute check: commission per deal = sum of (credit in each tier band x tier rate); payout = commission + SPIFFs - cap - deferred - clawbacks + carry-in, then draw rules. Have sales ops and payroll approve before paying."]
    return "\n".join(L) + "\n"


def to_json(res):
    def j(x):
        if isinstance(x, Decimal):
            return float(money(x))
        if isinstance(x, datetime.date):
            return x.isoformat()
        if isinstance(x, dict):
            return {k: j(v) for k, v in x.items()}
        if isinstance(x, (list, tuple)):
            return [j(v) for v in x]
        return x
    out = {"period": res["plan"]["label"], "reps": [], "held": [list(h) for h in res["held"]], "excluded": [list(h) for h in res["excluded"]],
           "clawbacks": j(res["clawbacks"]), "findings": [{"severity": s, "code": c, "message": m} for s, c, m, _ in res["findings"]]}
    for r in res["reps"]:
        rr = {k: v for k, v in r.items() if k != "deals"}
        rr["attainment"] = round(float(r["attainment"]), 4)
        rr = j(rr)
        rr["deals"] = [j({k: v for k, v in d.items() if k not in ("att_after",)}) for d in r["deals"]]
        out["reps"].append(rr)
    return out


# ---------------------------------------------------------------- self-test
def self_test():
    tests = []
    def t(name, cond):
        tests.append((name, bool(cond)))
    base = {"period": {"start": "2026-10-01", "end": "2026-10-31"}, "tiers": [{"up_to": 0.5, "rate": 0.05}, {"up_to": 1.0, "rate": 0.08}, {"rate": 0.12}],
            "reps": {"a": {"quota": 10000}, "b": {"quota": 10000}}}
    H = "deal_id,close_date,owner_split,type,amount,discount_pct,billing,status,cancel_date,commission_paid,approved,collected\n"
    def run(rows, **over):
        cfg = dict(base); cfg.update(over)
        return compute(load_plan(cfg), H + rows)
    def rep(res, rid):
        return next(r for r in res["reps"] if r["id"] == rid)
    def codes(res):
        return [(f[0], f[1]) for f in res["findings"]]
    r = run("1,2026-10-05,a,new,4000,,,won,,,,\n")
    t("below first threshold: 4000 x 5% = 200", rep(r, "a")["commission"] == Decimal("200.00"))
    r = run("1,2026-10-05,a,new,12000,,,won,,,,\n")
    t("marginal: 5000x5% + 5000x8% + 2000x12% = 890", rep(r, "a")["commission"] == Decimal("890.00"))
    r = run("1,2026-10-05,a,new,12000,,,won,,,,\n", tier_method="flat")
    t("flat: 12000 x 12% = 1440", rep(r, "a")["commission"] == Decimal("1440.00"))
    r = run("1,2026-10-05,a,new,6000,,,won,,,,\n2,2026-10-20,a,new,6000,,,won,,,,\n")
    t("tiers follow close order across deals", [d["commission"] for d in rep(r, "a")["deals"]] == [Decimal("330.00"), Decimal("560.00")])
    t("accelerator reached -> CM07", ("info", "CM07") in codes(r))
    r = run("1,2026-10-05,a,new,30000,,,won,,,,\n", credit_cap_attainment=2.0)
    t("credit cap at 200%: 250+400+1200 = 1850", rep(r, "a")["commission"] == Decimal("1850.00") and ("info", "CM06") in codes(r))
    r = run("1,2026-10-05,a,new,30000,,,won,,,,\n", max_payout=1000)
    t("max_payout caps the payout", rep(r, "a")["payout"] == Decimal("1000.00"))
    r = run("1,2026-10-05,a,renewal,10000,,,won,,,,\n", deal_type_credit={"new": 1, "renewal": 0.5})
    t("renewal credited at 50%", rep(r, "a")["credit"] == Decimal("5000") and rep(r, "a")["commission"] == Decimal("250.00"))
    r = run("1,2026-10-05,a:60;b:40,new,10000,,,won,,,,\n")
    t("split 60/40 credits both reps", rep(r, "a")["credit"] == Decimal("6000") and rep(r, "b")["credit"] == Decimal("4000"))
    r = run("1,2026-10-05,a:60;b:30,new,10000,,,won,,,,\n")
    t("split not 100% -> CM02 high, held", ("high", "CM02") in codes(r) and rep(r, "a")["credit"] == 0 and r["held"])
    r = run("1,2026-10-05,zed,new,10000,,,won,,,,\n")
    t("unknown rep -> CM01 high", ("high", "CM01") in codes(r))
    r = run("1,2026-10-05,a,new,10000,30,,won,,,,\n", max_discount_pct=20)
    t("discount over limit unapproved -> CM05 held", ("medium", "CM05") in codes(r) and rep(r, "a")["credit"] == 0)
    r = run("1,2026-10-05,a,new,10000,30,,won,,,yes,\n", max_discount_pct=20)
    t("approved discount is paid", rep(r, "a")["credit"] == Decimal("10000"))
    r = run("1,2026-09-28,a,new,10000,,,won,,,,\n")
    t("closed outside period -> CM03, not counted", ("low", "CM03") in codes(r) and rep(r, "a")["credit"] == 0)
    r = run("1,2026-10-05,a,new,4000,,,won,,,,\n1,2026-10-05,a,new,4000,,,won,,,,\n")
    t("duplicate deal id -> CM04, counted once", ("medium", "CM04") in codes(r) and rep(r, "a")["credit"] == Decimal("4000"))
    r = run("1,2026-10-05,a,new,4000,,,won,,,,\n9,2026-08-20,a,new,8000,,,cancelled,2026-10-10,400,,\n", clawback={"window_days": 90})
    t("cancelled within window -> clawback of paid commission", rep(r, "a")["clawbacks"] == Decimal("400.00") and rep(r, "a")["payout"] == 0 and rep(r, "a")["carry_out"] == Decimal("-200.00") and ("medium", "CM11") in codes(r))
    r = run("9,2026-05-01,a,new,8000,,,cancelled,2026-10-10,400,,\n", clawback={"window_days": 90})
    t("cancelled after window -> no clawback", rep(r, "a")["clawbacks"] == 0 and ("low", "CM08") in codes(r))
    r = run("9,2026-09-20,a,new,8000,,,cancelled,2026-10-10,,,\n", clawback={"window_days": 90})
    t("missing commission_paid -> estimated at first tier", rep(r, "a")["clawbacks"] == Decimal("400.00"))
    r = run("1,2026-10-05,a,new,4000,,annual,won,,,,\n", spiffs=[{"name": "Annual", "when": {"billing": "annual"}, "amount": 150}])
    t("SPIFF added", rep(r, "a")["spiffs"] == Decimal("150.00") and rep(r, "a")["payout"] == Decimal("350.00"))
    r = run("1,2026-10-05,a,new,4000,,,won,,,,no\n", pay_on="collection")
    t("pay on collection defers unpaid deals", rep(r, "a")["deferred"] == Decimal("200.00") and rep(r, "a")["payout"] == 0)
    cfg = dict(base, reps={"a": {"quota": 10000, "draw": {"amount": 500, "recoverable": True, "balance": 0}}})
    res = compute(load_plan(cfg), H + "1,2026-10-05,a,new,4000,,,won,,,,\n")
    t("recoverable draw tops up and builds balance", rep(res, "a")["payout"] == Decimal("500.00") and rep(res, "a")["draw_balance"] == Decimal("300"))
    cfg = dict(base, reps={"a": {"quota": 10000, "draw": {"amount": 500, "recoverable": True, "balance": 300}}})
    res = compute(load_plan(cfg), H + "1,2026-10-05,a,new,12000,,,won,,,,\n")
    t("surplus recovers draw balance", rep(res, "a")["draw_recovered"] == Decimal("300") and rep(res, "a")["payout"] == Decimal("590.00"))
    cfg = dict(base, reps={"a": {"quota": 10000, "draw": {"amount": 500, "recoverable": False}}})
    res = compute(load_plan(cfg), H + "1,2026-10-05,a,new,4000,,,won,,,,\n")
    t("non-recoverable draw: no balance", rep(res, "a")["payout"] == Decimal("500.00") and rep(res, "a")["draw_balance"] == 0)
    t("thousands separator parsed", D("12,000") == Decimal("12000") and D("1.234,50") == Decimal("1234.50"))
    for label, bad in [("tiers out of order", dict(base, tiers=[{"up_to": 1, "rate": 0.05}, {"up_to": 0.5, "rate": 0.08}])),
                       ("rate as percent", dict(base, tiers=[{"rate": 8}])), ("unknown key", dict(base, quotas=1))]:
        try:
            load_plan(bad); ok = False
        except InputError:
            ok = True
        t("bad plan rejected: " + label, ok)
    rr = run("1,2026-10-05,a,new,4000,,,won,,,,\n")
    t("report has verdict and payouts table", "**Verdict:" in report(rr, "t") and "## Payouts" in report(rr, "t"))
    for name, ok in tests:
        print(("PASS  " if ok else "FAIL  ") + name)
    passed = sum(ok for _, ok in tests)
    print("%d/%d passed" % (passed, len(tests)))
    return 0 if passed == len(tests) else 1


def main(argv=None):
    ap = argparse.ArgumentParser(description="Calculate sales commission payouts for one period.")
    ap.add_argument("plan", nargs="?")
    ap.add_argument("deals", nargs="?")
    ap.add_argument("--rep", action="append", default=[], help="only show this rep id (repeatable)")
    ap.add_argument("--json", action="store_true")
    ap.add_argument("--self-test", action="store_true")
    a = ap.parse_args(argv)
    if a.self_test:
        return self_test()
    if not a.plan or not a.deals:
        ap.print_usage(sys.stderr)
        return 2
    try:
        try:
            cfg = json.load(open(a.plan, encoding="utf-8"))
        except json.JSONDecodeError as e:
            raise InputError("plan is not valid JSON: %s" % e)
        p = load_plan(cfg)
        res = compute(p, open(a.deals, encoding="utf-8-sig").read(), [x.lower() for x in a.rep] or None)
    except (OSError, InputError, KeyError) as e:
        print("error: %s" % (("missing field %s" % e) if isinstance(e, KeyError) else e), file=sys.stderr)
        return 2
    if a.json:
        print(json.dumps(to_json(res), indent=2))
    else:
        sys.stdout.write(report(res, a.deals))
    return 1 if any(f[0] == "high" for f in res["findings"]) else 0


if __name__ == "__main__":
    sys.exit(main())