daily-focus-planner（每日焦点计划）

Available Context & Tools

@_platform-references/org-variables.md @_platform-references/capabilities.md

Daily Focus Planner

Goal

Create a prioritized daily action plan that tells the rep exactly what to do today and why. This is not a briefing (that is the Daily Brief Planner's job). A briefing answers "What's happening?" A focus plan answers "What should I DO?"

The difference is critical. A briefing is a newspaper; a focus plan is a battle plan. It ranks, selects, and commits the rep to specific actions that maximize pipeline movement given their available time.

The Briefing vs. Focus Plan Distinction

Why Prioritized Planning Beats Reactive Selling

Research consistently shows that disciplined daily planning drives quota attainment:

• Reps with a written daily plan close 27% more pipeline than those who "wing it" (CSO Insights)
• The top 20% of reps spend 33% less time on low-value activities because they plan before they act (Gartner)
• Decision fatigue costs the average rep 2.5 hours per day in context-switching and task-selection overhead (McKinsey)
• The Zeigarnik Effect: Unfinished tasks occupy mental bandwidth. A clear plan with defined scope frees cognitive resources for selling.

The focus plan eliminates the "what should I do next?" question. Every minute spent deciding is a minute not spent selling.

Priority Ranking Methodology

The CVHS Score (Close date x Value x Health x Staleness)

Every deal and action is scored using four weighted factors. Consult references/focus-frameworks.md for the CVHS deep dive with worked scoring examples and override rules.

PRIORITY_SCORE = (Close_Urgency x 0.35) + (Value_Weight x 0.25) + (Health_Risk x 0.25) + (Staleness x 0.15)

Close Urgency (35% weight)

The single strongest signal. Deals closing soon need action NOW.

Value Weight (25% weight)

Higher-value deals justify more time investment.

Health Risk (25% weight)

At-risk deals need intervention before they die.

Staleness (15% weight)

Days since last meaningful activity on the deal.

The "One Thing" Principle

After scoring all actions, identify the single highest-impact action. See references/focus-frameworks.md for the "One Thing" selection criteria, scenario-specific patterns, and the Focusing Question framework. This becomes the headline recommendation:

"If you could only do ONE thing today, do this: [action]"

The one thing is the action with the highest CVHS score AND the clearest path to completion today. A high-score action that requires a 3-day process does not qualify as the "one thing."

Selection criteria for the "one thing":

1. Highest CVHS score among completable-today actions
2. Has a clear, concrete next step (not "research" or "think about")
3. Directly moves a deal forward (advances stage, unblocks decision, re-engages champion)
4. Can be done in under 30 minutes

Capacity-Aware Planning

The number of recommended actions scales to the rep's available bandwidth. See references/capacity-guide.md for the full available hours calculation, overcommitment detection algorithm, and capacity templates by day type.

Auto-detection heuristics (when user_capacity is not provided):

• 5+ meetings today = "busy"
• 10+ open overdue tasks = "busy" (they're already overwhelmed)
• 2-4 meetings = "normal"
• 0-1 meetings = "available"

Never exceed 8 actions regardless of capacity. Research on cognitive load shows that action lists beyond 7 items cause decision paralysis and reduce completion rates.

Action Concreteness Standard

Every recommended action MUST meet the SMART-A standard (Specific, Measurable, Achievable, Relevant, Time-bound, Assigned):

Bad Actions (too vague)

• "Follow up on deal" -- Follow up how? With whom? About what?
• "Check in with contact" -- What's the purpose? What outcome do you want?
• "Work on pipeline" -- This is a category, not an action.
• "Review proposal" -- Review for what? What's the decision point?

Good Actions (concrete and completable)

• "Send revised pricing proposal to Sarah Chen at Acme Corp, addressing the 15% discount request from Tuesday's call"
• "Call Mike Ross at TechFlow to re-engage -- he hasn't responded in 9 days. Ask about the budget committee meeting."
• "Email David Kim the case study he requested (FinServ vertical, 30% efficiency gain) and propose Thursday for a technical demo"
• "Update the Acme deal stage from Proposal to Negotiation and log the pricing discussion from today's call"

The Concreteness Test

For each action, ask: "Could a colleague execute this action with zero additional context?" If not, add more specifics.

Required elements for every action:

1. Verb -- What to do (send, call, email, schedule, update, create)
2. Target -- Who it's directed at (person name and company)
3. Content -- What the communication/action contains
4. Context -- Why now (linked to a deal event, timeline, or risk signal)

ROI Rationale Framework

Every action must include a one-sentence rationale explaining why this action matters more than alternatives:

Rationale Templates by Category

Revenue protection: "This $[X] deal closes [when] and [risk signal] -- acting today prevents [consequence]."

• Example: "This $45K deal closes Friday and Sarah hasn't replied since Tuesday -- acting today prevents the deal slipping to next month."

Revenue acceleration: "[Deal] is at [stage] and [positive signal] -- [action] could advance it to [next stage] this week."

• Example: "TechFlow is at Demo stage and Mike confirmed budget approval -- sending the proposal today could advance to Negotiation this week."

Relationship recovery: "[Contact] has been dark for [X days] on a [value] deal -- re-engagement now has a [Y%] higher success rate than waiting."

• Example: "James Park has been dark for 9 days on a $28K deal -- re-engagement now has a 60% higher success rate than waiting another week."

Pipeline hygiene: "[X deals] are stale/outdated -- cleaning the pipeline improves forecast accuracy and frees mental bandwidth."

Task Pack Design

The task pack converts the top 3 recommended actions into ready-to-create tasks. These are designed to be accepted with one click.

Task Pack Requirements

Each task in the pack must include:

Description Template

Context: [Why this task exists -- the deal situation and trigger]
Action: [Exactly what to do]
Checklist:
- [ ] [Step 1]
- [ ] [Step 2]
- [ ] [Step 3 -- log the outcome]

Example Task Pack Entry

{
  "title": "Send revised pricing to Sarah Chen (Acme Corp)",
  "description": "Context: Acme Corp ($45K) is in Proposal stage, closing Friday. Sarah requested a 15% volume discount on Tuesday's call.\nAction: Send the revised pricing sheet with the approved discount tier.\nChecklist:\n- [ ] Pull the approved discount matrix from the pricing doc\n- [ ] Customize the proposal PDF with Acme's volumes\n- [ ] Send via email with a suggested call for Thursday to review\n- [ ] Log the email in CRM and set a 24-hour follow-up reminder",
  "due_date": "2025-01-15",
  "priority": "high",
  "deal_id": "deal_abc123",
  "contact_id": "contact_sarah_chen"
}

Time Estimation Methodology

Each action receives a time estimate to help the rep plan their day:

Total time budget: Sum all recommended actions. If total exceeds available hours (based on meeting gaps), reduce the action list until it fits. A plan the rep cannot complete is worse than no plan.

Pipeline Velocity Impact

Connect each action to its pipeline impact using this framework:

Inputs

• pipeline_deals: from execute_action("get_pipeline_deals", {filter: "closing_soon", period: "this_week", include_health: true, limit: 10})
• contacts_needing_attention: from execute_action("get_contacts_needing_attention", {days_since_contact: 7, filter: "at_risk", limit: 10})
• open_tasks: from execute_action("list_tasks", {status: "pending", limit: 20})

Output Contract

Return a SkillResult with:

• data.one_thing: object -- The single most important action today

- title: string - description: string - entity_type: "deal" | "contact" - entity_id: string - rationale: string - estimated_time: number (minutes)

• data.priorities: array of 5-8 priority items

- type: "deal" | "contact" | "task" - id: string - name: string - reason: string (why it needs attention now) - urgency: "critical" | "high" | "medium" - context: string (deal stage, days stale, value, etc.) - cvhs_score: number (0-100, for transparency)

• data.actions: array of 3-8 next best actions (adjusted by capacity)

- title: string (verb-first, under 80 characters) - description: string (concrete, passes the colleague test) - priority: "urgent" | "high" | "medium" | "low" - entity_type: "deal" | "contact" | "task" - entity_id: string | null - estimated_time: number (minutes) - roi_rationale: string (why this matters more than alternatives) - pipeline_impact: string (which metric this action affects)

• data.task_pack: array of 3 task previews (top actions, ready to create)

- title: string - description: string (include context and checklist) - due_date: string (ISO date, prefer "today" or "tomorrow") - priority: "high" | "medium" | "low" - deal_id: string | null - contact_id: string | null

• data.time_budget: object

- total_action_minutes: number - available_minutes: number (estimated from meeting gaps) - capacity_assessment: "busy" | "normal" | "available"

Quality Checklist

Before returning the focus plan, verify:

• "One thing" is identified and meets the completable-today criteria
• All actions pass the concreteness test (verb + target + content + context)
• Action count matches capacity level (busy: 1-2, normal: 3-5, available: 5-8)
• Every action has an ROI rationale (not just "needs follow-up")
• Task pack has exactly 3 items (or fewer if capacity is "busy")
• Task pack descriptions include checklists
• Time estimates are realistic and total fits available time
• CVHS scores are calculated, not arbitrary
• No duplicate actions (e.g., two actions targeting the same contact for the same reason)
• Priorities are ranked, not just listed
• Actions cover different deal stages (not all focused on one deal)
• No fabricated deal data or contact names
• Entity IDs included for all linked deals and contacts

Error Handling

Empty pipeline (no deals)

Shift focus entirely to tasks and prospecting. Actions should center on:

• Completing overdue tasks
• Prospecting new leads
• Nurturing existing contacts
• Administrative pipeline hygiene Message: "Your pipeline is empty. Today's focus: building pipeline through prospecting and outreach."

No contacts needing attention

This is a healthy signal. Note it positively: "All contacts are recently engaged -- nice work." Focus actions on deal advancement and tasks instead.

No tasks

Generate actions purely from deal and contact data. Every deal or stale contact implies a natural next action. Include a note: "No pending tasks found. The actions below are generated from your pipeline status."

All deals healthy

When no deals are at risk, shift from defensive to offensive actions:

• Advance deals to next stage
• Multi-thread into additional contacts
• Prepare for upcoming close dates
• Prospect for new pipeline Message: "Pipeline looks strong. Focus on acceleration and prospecting today."

Conflicting priorities (too many critical items)

When more than 3 items score as "critical," apply tiebreakers in order:

1. Highest deal value wins
2. Nearest close date wins
3. Longest stale period wins Cap critical items at 3 and downgrade the rest to "high."

Capacity mismatch (too many actions for available time)

If total estimated time exceeds available hours by more than 25%, trim from the bottom of the priority list. Add note: "Your day is packed. I've trimmed to the top [X] actions that fit your available time."

Missing health scores

When health data is unavailable, increase the weight of staleness and close date in the CVHS calculation. Note: "Deal health scores unavailable -- prioritizing by close date and activity recency."

Afternoon/evening request

If the focus plan is requested after 2pm, adjust:

• Remove actions that require morning energy (cold calls, major proposals)
• Focus on quick wins completable before end of day
• Include a "tomorrow's top priority" preview
• Reduce action count by 50% (half the day is gone)