AI Sales Department Auditor — Automation Audit

Sales Automation Audit — Supervised Pilot Recommendation

1. Scope and evidence status

Provided facts: B2B annual SaaS offer; mid-market customers; 4 SDRs, 6 AEs, 2 sales engineers, 2 RevOps; six named funnel stages; seller-reported time burden in call preparation and CRM notes; CRM, email/calendar, call transcripts, and BI exist. No exports, baseline hours, conversion results, or tool access were supplied.

Evidence labels: Team size and stage names are provided facts. Preparation and note burden are seller-reported hypotheses until measured. No revenue leakage, time savings, or conversion improvement is established.

2. Initial workflow map and candidates

Before automation, remove redundant fields and standardize stage criteria. Use deterministic automation for clear routing and reminders; reserve AI for language-heavy summaries and drafts where a person can verify the result.

3. Evidence to collect (weeks 1–2)

• Sample call-prep artifacts and CRM records from a properly authorized, minimized dataset
• Time diary or workflow sampling by role; rework and correction time included
• Stage definitions, ownership rules, required fields, duplicate rates, and stage aging
• Transcript availability, consent, retention, accuracy, and CRM data-quality constraints
• Seller review time, note completeness, factual error rate, and current follow-up timeliness
• Existing conversion and cycle-time metrics with definitions and cohort dates; do not infer causality

4. Six-week pilot

Weeks 1–2, baseline: Define cohorts and measures; collect a representative baseline; map current steps and policy constraints. No change to external sending.

Weeks 3–4, shadow mode: Generate call-prep briefs and CRM-note drafts from authorized records. Do not write to CRM automatically. Sellers score accuracy, evidence usefulness, time, missing context, and corrections.

Week 5, bounded assisted mode: If shadow quality meets pre-agreed thresholds, allow reviewed drafts to be copied or written through an authorized connector only after seller approval. Keep customer-facing messages and stage changes human-owned.

Week 6, evaluate: Compare pilot with baseline and an appropriate comparison group where feasible. Report sample size, missing data, uncertainty, incidents, adoption, and role differences. Decide stop, revise, or expand.

5. Measures and stop rules

Primary: median preparation time, note completion time, correction rate, factual error rate, and seller adoption. Guardrails: unauthorized data exposure, unsupported claims, missed opt-outs, incorrect commitments, transcript privacy incidents, and CRM write errors. Set numeric thresholds before the pilot from actual baseline and risk tolerance; none are invented here. Pause on any privacy breach, unapproved write/send, or material factual error pattern.

Next step

Authorize a limited data sample and confirm transcript consent/retention, CRM-write approval, and baseline metric owners. Until then, treat the workflow map as a testable hypothesis rather than a measured business case.