AI is doing the work. Are your leaders still doing the thinking?
The agent created a weekly list of recommended actions for her regional VPs. Their confidence in its recommendations was well earned.
Useful takeaways from this story.
Organizations are no longer simply deploying artificial intelligence as a tool that helps people do their jobs.
It had been trained on three years of proprietary pipeline data—every deal won, lost, and recovered.
They are deploying AI as an actor that initiates, executes, and reports back—moving through decision loops that leaders used to own.
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The useful part
Organizations are no longer simply deploying artificial intelligence as a tool that helps people do their jobs. They are deploying AI as an actor that initiates, executes, and reports back—moving through decision loops that leaders used to own. The output is faster, more consistent, and often more polished than what any individual could produce alone.
How it works
- It had been trained on three years of proprietary pipeline data—every deal won, lost, and recovered.
- The VPs had watched it call outcomes they could not have predicted.
- Consider "Elena," chief revenue officer of a midmarket B2B software company, who deployed an agentic AI system to manage pipeline forecasting and deal prioritization.
- The agent created a weekly list of recommended actions for her regional VPs.
Details worth keeping
Their confidence in its recommendations was well earned. That is what made it so hard to see what was being lost. When Elena tried to reconstruct what happened, neither she nor her VPs...
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