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
Cost to serve per unit including inference, and where the capacity went
Unit economics
What a unit of Sales work costs to serve
Cost per unit is stated after inference, not before it. more
Units per week
73,770
Cost to serve / wk
$824K
was $2.4M
Run-rate saving
$82.0M
annualized at current volume
Inference spend / wk
$168K
20% of cost to serve
Capacity released
172.9 FTE
466 → 293 on the work
Cost to serve by sub-function
Before and after, per unit, with the inference component shown separately.
| Sub-function | Units / wk | Cost / unit before | Cost / unit now | Of which inference | Change | Weekly delta |
|---|---|---|---|---|---|---|
| Territory & Quota Planning | 135 | $3K | $986 | $117 | -64% | $235K |
| Account Planning | 4,088 | $25 | $9.27 | $1.42 | -63% | $65K |
| Demand Qualification | 9,651 | $39 | $12 | $1.85 | -70% | $266K |
| Opportunity Management | 4,027 | $40 | $13 | $3.24 | -67% | $107K |
| Solution & Proposal | 3,726 | $30 | $7.79 | $1.20 | -74% | $82K |
| Deal Desk & Approvals | 3,178 | $13 | $4.96 | $0.96 | -63% | $27K |
| Forecast & Pipeline Hygiene | 7,376 | $30 | $10 | $2.04 | -67% | $149K |
| Partner & Channel | 13,725 | $13 | $5.69 | $1.14 | -56% | $100K |
| Expansion & Renewals | 10,746 | $44 | $15 | $4.41 | -65% | $305K |
| Sales Enablement | 2,642 | $39 | $10 | $1.40 | -73% | $74K |
| Incentive Compensation | 14,476 | $18 | $6.59 | $1.79 | -64% | $167K |
| Total | 73,770 | $2.4M | $824K | $168K | -66% | $1.6M |
Inference is a variable cost that scales with volume, unlike the headcount it replaced. more
Where the released capacity went
Capacity that is not redeployed is not a saving, it is a rounding error waiting to be re-hired.
Territory & Quota Planning
8.3 → 6.0 FTE
Redeployed into data stewardship and evidence quality.
Account Planning
47.0 → 35.5 FTE
Redeployed into cross-function process redesign.
Demand Qualification
74.1 → 35.7 FTE
Redeployed into customer-facing escalation ownership.
Opportunity Management
27.5 → 19.4 FTE
Redeployed into cross-function process redesign.
Solution & Proposal
38.1 → 25.8 FTE
Redeployed into data stewardship and evidence quality.
Deal Desk & Approvals
49.5 → 30.9 FTE
Redeployed into scenario work and strategy authoring review.
Forecast & Pipeline Hygiene
25.2 → 15.8 FTE
Redeployed into data stewardship and evidence quality.
Partner & Channel
63.7 → 41.8 FTE
Redeployed into control design and independent testing.
Expansion & Renewals
25.3 → 16.7 FTE
Redeployed into scenario work and strategy authoring review.
Sales Enablement
41.4 → 28.5 FTE
Roles held flat; released hours absorbed volume growth rather than headcount reduction.
Incentive Compensation
65.7 → 36.8 FTE
Redeployed into exception judgment and supplier relationship work.