Handbook: Commercial Organization Phase 3 — supporting pages - #5510
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Add the four cross-functional supporting pages from the Commercial Organization model and wire them into the section: - tools.md (Systems & Tools) — the commercial tech stack, moved out of the section index - working-norms.md — communication, cadence, collaboration, escalation - customer-journey.md — the eight lifecycle stages and stage ownership - onboarding.md — internal onboarding and development Strip the "Sales tech stack" block from index.md (now on the Systems & Tools page) and add the new pages to the "How we work" list. Slot the new pages at nav orders 8–11 (after Regions) and bump the tactical process pages down by four to keep the sidebar in reading order. Co-Authored-By: Claude Opus 4.8 <noreply@anthropic.com>
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Draw a clean boundary between the two pages instead of overlapping: - Rescope "Sales Team Operating Principles" to the whole Commercial Organization and retitle it "Commercial Team Operating Principles" — it owns individual conduct standards (presence, preparation, call excellence, follow-through, ethics, continuous improvement, accountability). - Trim Working Norms to the two things Operating Principles lacks: meeting cadence and escalation routing. Drop its communication, documentation, and collaboration sections, which duplicated Operating Principles' Internal Collaboration and Data Hygiene. Cross-link the two pages and update the section index labels. Co-Authored-By: Claude Opus 4.8 <noreply@anthropic.com>
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Phase 3 of the Commercial Organization handbook restructure. Adds the four cross-functional supporting pages from the Commercial Organization model and cleans up the section index. Branches off
mainafter Phase 2 (#5496) merged.New pages
tools.md)working-norms.md)customer-journey.md)onboarding.md)Index changes
Nav ordering
New pages slot at orders 8–11 (after Regions=7), and the tactical process pages below them are bumped down by four so the sidebar stays in reading order. Every renumbered file is a single-line frontmatter change; final order is contiguous 1–23.
All internal links verified against existing files.
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