Function cockpit
Sales
Agents prepare, capture and coordinate. Sellers own the relationship.
Phase: Phase 3 — Functional orchestration
Run the account estate as a continuously sensed system: research, briefs, CRM truth, follow-up and pipeline risk are agent work; commitments made to customers remain human.
Trust score
0
Touchless
0%
Human review
0%
Override rate
0%
Capacity released
20-40% seller capacity (aspiration, requires local baselining)
Accountable human
Chief Revenue Officer
CoS agent: Sales Chief of Staff
How a unit moves: the conductor, the five desks, the agents, and the people
Flow of work
How work actually moves through Sales
Work enters on the left. Sales Chief of Staff routes it to one of five desks. A named agent does the work. It leaves as cleared, as evidence posted, or as a hold for a person. Every packet you see below is weighted by the real distribution of 169 live units.
Live units
169
Moving now
89
in flight at a station
Held for a person
16
51 past SLA
Agents on the floor
99
11 sub-functions
Control gates
36
rules a unit cannot pass
Interchanges
13
handoffs out of the function
Flow of work
Sales Chief of Staff and the desks reporting to it
Each packet is a unit of work. Desk weighting and the outcome mix are taken from the 169 units live in this function.
What starts the work
The triggers that put a unit on a line, ranked by live volume.
- 56
Runs transactional
Runs transactional. Starts when a scheduled window opens.
- 32
Runs transactional
Runs transactional. Starts when an upstream system posts an event.
- 30
Runs transactional
Runs transactional. Starts when a threshold is crossed.
- 20
Runs transactional
Runs transactional. Starts when a request lands in the queue.
- 12
Runs analytical
Runs analytical. Starts when a drift signal breaches tolerance.
Where the work goes next
Shared services that run the transaction, and the functions this one hands to.
- 19253
Order-to-Cash
Repeatable transactions handed to the shared spine
- 14475
Hire-to-Retire
Repeatable transactions handed to the shared spine
- 7506
A2L
Repeatable transactions handed to the shared spine
- 7405
P2P
Repeatable transactions handed to the shared spine
- 88
Revenue Operations
Interchange: the unit changes owning function here
- 52
Finance
Interchange: the unit changes owning function here
- 45
Marketing
Interchange: the unit changes owning function here
- 43
Human Resources
Interchange: the unit changes owning function here
- 40
Procurement
Interchange: the unit changes owning function here
- 26
Legal
Interchange: the unit changes owning function here
The five desks
What Sales Chief of Staff is actually conducting
Each desk is a layer of the operating model, not a team. The conductor decides which desk owns a unit, then which agent on that desk picks it up.
Takes a position
Strategy
Agents that take positions, argue them, and get held to the outcome.
Receives
A question the function has to answer with money or people behind it.
Emits
A written position with assumptions, alternatives priced, and break conditions.
tasks 24h
2,056
in flight
628
held
1
gates
0
- Opportunity Management Challenger AgentOpportunity ManagementA2
- Competitive Position AgentAccount PlanningA2
- Deal Desk & Approvals Challenger AgentDeal Desk & ApprovalsA2
- Expansion & Renewals Challenger AgentExpansion & RenewalsA2
- Account Strategy AgentAccount PlanningA2
- Channel Strategy AgentPartner & ChannelA2
+ 14 more on this desk
Writes the envelope
Policy
The written rules every other agent is bound by, with version and owner.
Receives
A position that has been accepted, plus every regulator and control change.
Emits
Versioned rules that bind every other desk, with an owner and an effective date.
tasks 24h
440
in flight
153
held
7
gates
36
- Forecast Integrity MonitorForecast & Pipeline HygieneA2
- Comp Policy AgentIncentive CompensationA2
- Discount Policy AgentDeal Desk & ApprovalsA2
- Quota Policy AgentTerritory & Quota PlanningA2
Watches and warns
Observe
Continuous sensing of the outside world and of the agents themselves.
Receives
Outside signals and the behavior of the agents themselves.
Emits
Alerts, drift flags, and the evidence the conductor uses to reroute work.
tasks 24h
1,960
in flight
0
held
0
gates
0
- Incentive Comp OrchestratorIncentive CompensationA3
- Enablement OrchestratorSales EnablementA3
- Slippage Detection AgentForecast & Pipeline HygieneA3
- Risk Detection AgentOpportunity ManagementA2
- Deal Desk OrchestratorDeal Desk & ApprovalsA3
- Usage Signal AgentExpansion & RenewalsA3
+ 12 more on this desk
Does the work
Workflow
Doing the work: lines, stations, and live units moving through them.
Receives
Live units of work entering at the first station of a line.
Emits
Cleared work, posted evidence, and holds when a unit leaves the envelope.
tasks 24h
98,853
in flight
2701
held
8
gates
0
- Dispute Triage AgentIncentive CompensationA3
- Meeting Booking AgentDemand QualificationA4
- Enablement Effectiveness AgentSales EnablementA3
- Margin Impact AgentDeal Desk & ApprovalsA3
- Certification TrackerSales EnablementA3
- Qualification Coverage AgentOpportunity ManagementA2
+ 35 more on this desk
Processes at scale
AI GBS
Repeatable transaction processing run once for the whole enterprise.
Receives
Repeatable transactions handed off from every function on the same spine.
Emits
Settled transactions, a cost per unit, and exceptions back to the owning desk.
tasks 24h
35,127
in flight
397
held
0
gates
0
- Renewal Quote AgentExpansion & RenewalsA3
- Account Segmentation AgentTerritory & Quota PlanningA2
- Plan Modeling AgentIncentive CompensationA3
- Commit Variance AgentForecast & Pipeline HygieneA3
- Renewal Risk AgentExpansion & RenewalsA3
- Approval Routing AgentDeal Desk & ApprovalsA3
+ 10 more on this desk
Human lanes
Where the conductor stops and asks a person
The conductor does not decide everything. Materiality routes a unit to a named human role, and the clock keeps running while it waits.
Function Leader
Critical
Blast radius or value beyond what any agent in this function may commit.
waiting
1
oldest
96h
Process Owner
High
A policy exception inside the function, or a gate the agent is not rated for.
waiting
2
oldest
20h 58m
Approver
Medium
Routine four-eyes on a commitment the agent has already prepared.
waiting
10
oldest
10h
No person required
Low
Inside the envelope. Cleared by the agent and sampled after the fact.
waiting
55
oldest
20h 15m
Walk one unit
Follow the single piece of work with the most at stake
Diagrams argue. A unit proves. Step through the actual route this unit is taking, station by station, and read the evidence written at each action.
Comp statement at draft plan
Mei Bianchi · raised by Hiro Baptiste · $11.2m at stake · touches 190 downstream things if it goes wrong.
The route
Frame objectives
clearedPlan Modeling Agent handled this station and released the unit onward. Design dwell here is 69h 44m against an SLA of 149h 31m.
Owned by
Plan Modeling Agent
Layer
strategy
Dwell vs SLA
69h 44m / 149h 31m
Evidence trail recorded so far
4 entries. Written when an action is taken, not when a station is passed.
- -5760mPlan Modeling Agent Cleared frame objectivesevidence: Inputs, rule version and output hash written to the evidence log
- -4320mAttainment Calculation Agent Cleared model behaviorsevidence: Inputs, rule version and output hash written to the evidence log
- -2880mDispute Triage Agent Cleared cost scenariosevidence: Inputs, rule version and output hash written to the evidence log
- -1440mAccrual Agent Holding at draft planevidence: Inputs, rule version and output hash written to the evidence log
SLA breached by 33h 29m
Trace a different unit
The walk above always picks the unit in sales with the most at stake right now.
What this view is and is not
Every count, agent, station, gate and unit on this page is read from the live records for Sales. The moving packets in the diagram are a visual weighting of that same distribution, not a live message bus: they show where volume goes, not individual transactions in real time. The human lanes are the routing rule, not a staffing model. Chief Revenue Officer remains accountable for this function whatever the conductor clears.