As businesses deploy multiple AI agents across various platforms, a new operations role will become necessary. This "Agent Manager" will be responsible for ensuring the AI workforce functions correctly—preventing hallucinations, validating data sources, and maintaining agent performance and integration.
When developing AI capabilities, focus on creating agents that each perform one task exceptionally well, like call analysis or objection identification. These specialized agents can then be connected in a platform like Microsoft's Copilot Studio to create powerful, automated workflows.
A system called AISOS was built to scale a small enablement team. It provides on-demand sales coaching, delivers just-in-time training content, and conducts pipeline analysis. This multi-function approach allows a small team to support a wide array of sales roles from BDRs to enterprise AEs.
To remain relevant and secure a strategic seat at the table, sales enablement professionals must evolve from content creators to data strategists. Their future power play is the ability to analyze performance data, identify meaningful patterns, and articulate how those insights impact the company's core business objectives.
Before investing in new third-party AI tools, organizations should maximize their existing Microsoft stack. Using Copilot reduces software bloat, protects intellectual property by keeping data in-house, and leverages the integrated nature of Microsoft 365 for tasks like call analysis from Teams recordings.
The critical flaw in most sales tech is its failure to correlate rep behavior with performance outcomes like quota attainment. The real value is unlocked not just by knowing what reps do, but by connecting those actions to who is succeeding, thus identifying true winning behaviors and separating A-players from C-players.
An enablement team replaced a third-party tool with a custom AI agent to analyze sales calls. They discovered top-performing reps don't discuss product features until an average of 17 minutes into a call. This data-driven insight revealed their existing training methodology, focused on product knowledge, was fundamentally flawed.