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. Model spend, retrieval, evaluation and the human review time that agents still trigger are all inside the number. A cost-per-unit figure that excludes inference is a marketing number.
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. If volume doubles, the inference column doubles. That is the honest trade being made here.
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.