01
AI-assisted
Prepare account research
Gather current, relevant signals and unresolved questions before a conversation.
- Human owner
- Account owner
- Risk signal
- medium
- Safeguard
- Verify current facts and distinguish evidence from inference.
Role 06 · Business development, account, and revenue teams
Sales
More preparation and follow-through without automating trust.
Adapt this role
The redesign premise
Use AI for account research, pattern finding, and routine follow-through. Keep discovery, negotiation, relationships, and commitments human-led.
Four tasks to examine first.
The lane is a starting recommendation. Consequence, evidence, reversibility, and local policy can change the right design.
02
Human-led
Lead discovery and negotiation
Understand stakes, build trust, and make consequential commitments.
- Human owner
- Account owner
- Risk signal
- high
- Safeguard
- Keep pricing, legal, and delivery authority explicit.
03
AI-assisted
Draft meeting follow-up
Summarize decisions, open questions, owners, and next steps.
- Human owner
- Meeting owner
- Risk signal
- medium
- Safeguard
- Review every commitment against the conversation.
04
Delegated + reviewed
Update routine CRM fields
Write approved facts and next actions into known records.
- Human owner
- Revenue operations
- Risk signal
- low
- Safeguard
- Do not fabricate missing fields or confidence.
Skills that become more valuable
Build judgment around the tool.
- 01Evidence verification
- 02Discovery
- 03Commitment control
- 04Relationship judgment
A responsible first pilot
Learn before you scale.
- 1Use AI for preparation and follow-up on one account segment.
- 2Keep customer-facing commitments human-approved.
- 3Compare preparation time and factual corrections.
Measure together
- Preparation time
- Follow-up accuracy
- Commitment corrections
- Progression
Ground the conversation.
Task and occupation descriptions draw on O*NET. Governance and skill guidance is informed by NIST and the U.S. Department of Labor.
O*NET Database
Occupation, task, skill, work-activity, and work-context foundations
Open source ↗U.S. Department of Labor AI Literacy Framework
Foundational AI literacy content and delivery principles
Open source ↗NIST AI Risk Management Framework
Governance, oversight, documentation, and review practices
Open source ↗