Sales Activities
Every sales activity mapped to capabilities and status. The work chart for sales operations.
Activities Matrix
| Activity | Type | Status | Frequency | Human Role | AI Role | AI % | Trend |
|---|---|---|---|---|---|---|---|
| Lead Generation | Demand | ✓ | Ongoing | ICP definition, channel strategy | Prospect research, scoring | 55% | ↑ |
| Lead Qualification | Demand | ✓ | Per lead | Fit judgment, relationship assessment | Lead scoring, data enrichment | 60% | ↑ |
| Funnel Engineering | Conversion | ✓ | Quarterly review | Stage design, conversion strategy | Pipeline analytics, forecasting | 50% | ↑ |
| Customer Lifecycle | Retention | ✓ | Ongoing | Relationship management, expansion strategy | Health scoring, churn prediction | 55% | ↑ |
| Pitch Development | Conversion | ✓ | Per opportunity | Value framing, storytelling | Research, deck generation | 45% | ↑ |
| Advertising | Demand | ✓ | Ongoing | Budget allocation, channel strategy | Targeting, optimization, measurement | 60% | ↑↑ |
| Discovery Calls | Conversion | GAP | Weekly | Questioning, rapport, listening | Pre-call research, note-taking | 25% | → |
| RFP Response | Conversion | ✓ | Per bid | Strategy, value framing, review | Auto-fill, answer generation, formatting | 70% | ↑↑ |
| Proposal Development | Conversion | GAP | Per deal | Sets strategy, pricing decisions | Content generation, scenarios | 55% | ↑ |
| Deal Negotiation | Close | GAP | Per deal | Makes concessions, reads room | Models structures, precedent analysis | 20% | → |
| Account Strategy | Retention | GAP | Monthly | Chooses approach, relationship mapping | Org chart analysis, stakeholder ID | 40% | ↑ |
AI Transformation Summary
Current aggregate: 47% (as of 2026-02)
| Spectrum | Count | Activities |
|---|---|---|
| Human-Only | 2 | Deal Negotiation, Executive Selling |
| Human-Led | 3 | Discovery Calls, Account Strategy, Pitch Development |
| AI-Assisted | 3 | Lead Generation, Funnel Engineering, Proposal Development |
| AI-Led | 3 | Lead Qualification, RFP Response, Advertising |
Reference: Sales Work Chart — full mapping of every sales job to Human/AI responsibility.
Process Maturity
Track where each workflow sits. Process Optimisation defines the maturity model.
| Activity | Maturity | Evidence | Next Step |
|---|---|---|---|
| Lead Generation | Draft | Workflow documented, not validated | Test with real outreach |
| Lead Qualification | Draft | Scoring framework defined, not tested | Run through 20 prospects |
| Funnel Engineering | Draft | Stages defined, metrics set | Measure real conversion |
| Customer Lifecycle | Draft | Stages defined, triggers mapped | Implement with first pilot |
| Pitch Development | Draft | Framework documented | Test on 5 discovery calls |
| Advertising | Draft | DePIN thesis documented, channels mapped | Run first paid campaign |
| RFP Response | Approved | CRM & RFP tool live, 70% auto-fill | Seed answer library |
| Discovery Calls | GAP | No documentation | Document the CLOSER framework |
| Proposal Development | GAP | No documentation | Extract from RFP workflow |
The Sales Agent Team
Each documented workflow becomes procedural memory for a sales agent. The agent team follows the Work Chart AI Transformation Spectrum — agents handle AI-Led and AI-Only jobs, humans handle Human-Led and Human-Only.
LEAD GEN AGENT → QUALIFICATION AGENT → FUNNEL MANAGEMENT
↓ ↓ ↓
Prospect research ICP validation Pipeline tracking
Multi-channel Scoring + routing Stage optimization
outreach Go/No-Go Conversion analytics
↓ ↓ ↓
└───────── CRM (shared state) ─────────┘
↓
HUMAN: Discovery calls,
deal negotiation, trust
| Agent Role | Workflow It Executes | Key Algorithm | Human Handoff Point |
|---|---|---|---|
| Lead Gen | Lead Generation | Explore-Exploit (channel optimization) | Prospect list for human review |
| Qualification | Lead Qualification | Sales Forecasting (scoring) | Qualified leads for discovery calls |
| RFP Response | RFP Workflow | SPCL Scoring (answer quality) | Draft answers for SME review |
| Outreach | Sales Dev Agent | Compound Rate (engagement velocity) | Draft messages for human send |
PRDs: Sales CRM & RFP | Sales Dev Agent
Playbook
| P | Section | Question |
|---|---|---|
| Principles | Sales index | What truths guide sales? |
| Performance | Sales KPIs | How do we know it's working? |
| Platform | Sales Tech | What tools do we control? |
| Protocols | This page | How do we coordinate? |
| Players | Work Chart | Who does what (human vs AI)? |
Job Documentation Standard
Each activity page includes:
- Overview — Purpose, trigger, frequency, owner, output
- Prerequisites — Tools, access, knowledge
- Inputs/Outputs — What goes in, what comes out, upstream/downstream
- Process — Phased steps with checklists
- Success Criteria — Quality and performance metrics
- Failure Modes — Common issues and solutions
- Human/AI Split — Responsibility breakdown from work chart
Reference: Process Optimisation — the methodology for documenting and improving workflows.
Context
- Sales Work Chart — Human/AI capability mapping for every sales job
- Marketing Activities — Sister framework with work chart
- Process Optimisation — How to document, measure, and improve workflows
- ICP Framework — Target definition workflow
- Sales CRM & RFP — The tool that executes these workflows