What does a deployment look like for an enterprise sales team?
A 40-rep sales team estimates 12 to 15 hours per rep per week going to pre-call research and account planning. The deployment builds a shared account-intelligence system inside the CRM the reps already use. The deeper win: account knowledge stops leaving when a rep does.
- Signal
- Research and account planning consume an estimated 12 to 15 hours per rep per week across 40 reps. The problem has a number, so it qualifies as a signal.
- Scope
- Observation shows the real constraint is not research speed. Research output has no consistent home, so reps redo work other reps already did.
- Sprint
- A shared account-intelligence system that generates and stores structured briefs, wired into the CRM where reps already work.
- System
- Refresh triggers on account activity, quality checks on source accuracy, and an adoption dashboard for sales leadership.
- Outcome shape
- Research hours collapse. The more valuable second-order effect: account knowledge becomes an asset of the company instead of the individual.