GTM Glossary · CxLEVER Frameworks
Documented, Not Tribal
The rule that every play, sequence, and decision rule is written down as it is created, not reconstructed at the end.
[01]What It Means
Documentation covers ICP logic, qualification criteria, sequence structure, objection handling, and the reasoning behind changes. Written as work happens, it costs little; written afterwards, it is usually wrong.
[02]Why It Matters
Tribal knowledge cannot be hired against, audited, or transferred. Documented knowledge survives staff turnover, which in sales is the norm rather than the exception.
[03]Where It Goes Wrong
Documentation as a final deliverable, produced from memory.Playbooks in a partner workspace rather than the client one.No owner for keeping documents current after handover.
[04]Related Terms