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
Autonomy, trust, and throughput at a glance
Health
Is this function holding
Four readings with a printed rule behind each, then the outcome measures the function is judged on. A reading without a rule is decoration.
Autonomy against target
74%
8 points short of the 82% target
Trust score
88
at or above the 85 floor for a rung promotion
Touchless rate
71%
29% of items still take a person somewhere in the run
Override rate
6%
people are reversing the agents often enough that the ceiling is doing real work
Pipeline at risk
-12%18.4$M
Opportunities with stage age or engagement anomalies
Seller hours reclaimed
+1.49.6hrs/wk
Administration displaced to agents, measured against Q1 baseline
Accounts single-threaded
-23112accts
Only one active stakeholder relationship detected
Agent-sent communications
+8%1,214/24h
Within frequency caps and suppression rules
Source freshness
+396%
Evidence refreshed within policy window
Operations
What the function is running
The roster and where it sits on the ladder, the split between what runs alone and what a person still signs, and a slice of the floor as it stands.
Where this roster sits on the autonomy ladder
A0 assisted through A4 autonomous. Moving an agent up a rung is a governance decision, not a config change.
Agents
9
Active now
8
Tasks / 24h
6,793
Mean success
93%
Work mix, as it stands
How the function's volume divides between the agents and the people.
Runs end to end without a person
71%
cleared inside the ceiling, no queue, no signature
A person reads it before it clears
19%
evidence posted, a named reviewer signs
A person reverses the agent
6%
the agent proposed, the human decided otherwise
Capacity released
20-40% seller capacity (aspiration, requires local baselining)
What runs without a person
Committed to autonomy inside a defined ceiling.
- Account enrichment and competitor evidence packs
- Meeting briefs, agendas and commitment capture
- CRM field hygiene and activity logging
- Approved nurture and follow-up sequences within frequency limits
- Opportunity-risk monitoring and stage-age anomaly detection
What stays with people
Judgment, accountability, and anything a regulator would ask a human about.
- Target-segment strategy and account planning
- Executive relationships and trust repair
- Representations and commitments made to customers
- Material discounts and negotiation posture
- Opportunity closure and sensitive account remediation
On the floor right now
A slice of live work. The full board carries every item.
- SLS-4821Escalated
Renewal risk pack — Northwind Logistics
Advance · Chief Revenue Officer · 42m old · $1.4M ARR
- SLS-4822Autonomous
Meeting brief — Vertex Manufacturing QBR
Engage · Sales CoS · 11m old · n/a
- SLS-4823Drafted
Proposal assembly — Halstead expansion
Commit · M. Reyes · 1h 36m old · $860K
- SLS-4824Autonomous
Intent cluster triage — public sector cohort
Signal · Sales CoS · 6m old · 31 accounts
- SLS-4825Escalated
Discount exception — Cobalt Health
Commit · Deal desk · 3h 28m old · $2.1M
- SLS-4826Complete
CRM reconciliation — EMEA mid-market
Qualify · Sales CoS · 5h 40m old · 412 records
Actions
What this function is asking a person to do
Ordered by size. Each figure is a live count from this function's own work and governance records, not a target.
2
Items awaiting a person
queued against a named human, clock running
3
Governance decisions pending
an agent stopped at a gate and asked
0
Items older than 48 hours
on the floor long enough to be a problem
0
Agents below 80 confidence
running, but not at a level that supports a promotion
Brakes available right now
What a named human can pull today to stop this function, without waiting for an engineer.
- Incorrect customer identity resolution
- Fabricated evidence in a customer-facing brief
- Opt-out or consent breach detected
- Abnormal outbound message volume
- Unapproved commercial representation
Live observability
What has actually been decided, and where each agent stops
A dashboard that shows only outcomes hides the decisions that produced them. This is the governance record as written, and the ceiling every agent is held to.
Governance record
Most recent first. Each entry names the actor and the call.
SLS-4821: escalated
PendingRenewal risk pack — Northwind Logistics — decided from the Enterprise Chief of Staff lens on the ops floor.
escalation · Avery Chen (Enterprise Chief of Staff) · materiality medium
Discount above published band on Northwind renewal
PendingProposal Agent assembled a 22% discount scenario; published autonomous band is 15%. Package paused with evidence and margin impact attached.
approval · Deal Desk Chief of Staff · materiality high
Qualified signal transferred from Marketing
Auto-executedJourney Operator handed a high-intent account to Qualification Agent with consent state, engagement history and attribution evidence intact.
handoff · Sales Chief of Staff · materiality low
Outreach suppression applied to 34 contacts
Auto-executedConsent register showed opt-out for 34 contacts inside an approved sequence. Engagement Agent suppressed automatically and logged evidence.
notify · Engagement Agent · materiality low
Single-threaded strategic account flagged
PendingRelationship-Risk Agent detected loss of the only active sponsor at Halstead Group after a leadership change. Multithreading plan drafted for human approval.
escalation · Account executive · materiality high
Escalation ceilings
Past the line the agent stops and hands the decision to the named human with the evidence attached.
- A4
Sales Chief of Staff
Ceiling: Coordination only — no customer commitment authority
Then: Escalates any unresolved commitment or forecast conflict to the CRO within one operating cycle.
- A3
Prospect Sensing Agent
Ceiling: Read-only external sensing; no outbound contact
Then: Signals touching protected or strategically sensitive accounts route to the account owner before use.
- A3
Account Researcher
Ceiling: Internal briefs only; no external distribution
Then: Any claim without a verifiable source is withheld and flagged as an evidence gap.
- A3
Qualification Agent
Ceiling: Routing within published territory rules
Then: Ambiguous segment or contested ownership escalates to RevOps routing arbitration.
- A2
Engagement Agent
Ceiling: Max 500 recipients per campaign; approved content library only
Then: Executive, protected or strategically sensitive accounts require named human approval before send.
Is policy and strategy coming to fruition
Does the intent above this function reach the work inside it
Counted per sub-function, where each step only counts if the step before it did. A policy that never reaches a running workflow has not landed, however well it reads.
Chain from stance to transaction
2 of 11 sub-functions carry a ratified position, an active policy and a live workflow
Ratified position
3
of 11 sub-functions — a stance the leadership signed, not a draft
...and an active policy
2
a rule in force, with a version and an approver
...reaching a live workflow
2
the rule reaches something that actually runs
...and landing in a GBS tower
2
the run is executed on the shared transaction spine
9 of the 11 sub-functions are executing at volume without the full chain behind them. They run to a general standard rather than to a rule with a version and an approver, and the gap first appears at the position step.
What this page is, and what it is not
Every reading here is computed live from this function's own records, which makes it exact and makes it narrow. Volumes, unit costs, autonomy and trust are modeled: none has been reconciled against an enterprise resource planning system, a service management tool or a payroll register. Read the outcome measures as the shape of the argument, not as an audited result.
BCG reports that integrating agents into distributed B2B sales can increase sales by up to 20%; McKinsey reports an example of up to 40% higher order intake from automated prospecting. Commercial sources cite 10-12 hours per seller per week reclaimed. These are source-reported outcomes, not universal benchmarks.