Driving Actions and Outcomes with AI

This interview has been edited for clarity and length.

Friends, it’s good to see you here in Austin. As Ellie mentioned, we’re going to talk about how we can help you learn from and act on your data to drive profitable, efficient growth. I’m fortunate to get to speak with many people just like you in my role, and I love doing it.

I started my career in sales — my dad sold for 40 years, and sales was dinner table talk in my family. So, in a way, I consider myself a coach’s kid. And when I have these conversations, as you heard from David earlier today, the tone has changed markedly. We've gone from 'growth at all costs' to the need for profitable, efficient growth.

I keep hearing from sales leaders and RevOps leaders that what they really need is a performance force multiplier for their teams. Achieving this requires two things: quickly identifying gaps as they happen during the quarter and knowing precisely what actions to take to prevent those gaps from becoming bigger problems.

However, one of the things leaders tell us repeatedly is that while they have tools to analyze what happened after the quarter is over — like CRM reports, business intelligence, and revenue intelligence — when it comes to driving action during the quarter, they’re often unsure where to start. Candidly, they feel left in the dark. Their current tools aren’t providing what they need.

So, what’s missing? Over and over, we hear that what's lacking isn’t the ability to analyze past performance, but rather the ability to identify issues in real time, when action can still make a difference. This is the difference between a close rate of 15% and one of 30% or even 35%.

We believe that the next step for revenue, the one that will enable profitable, efficient growth, is the real-time identification of issues — not after the fact, not after the quarter is over, but in the moment, and with clear guidance on the right actions to take. Driving consistent action across a team is challenging, but it’s essential for achieving results. It’s not about saving one deal or making one call; it’s about doing it consistently across the entire team.

Today, we’ve talked a lot about durable revenue growth. When David spoke earlier, he mentioned how customer acquisition costs have shifted from a target of 18 months to, in some cases, as long as four or five years. This has broken the revenue models of many companies. So, how you acquire customers matters. How you sell is as important as what you sell, because you’re creating either a customer for life or one who leaves after a year. And that second type of customer actually hurts your business and your team.

Consistent growth and durable revenue come from knowing what works and doing it repeatedly. That consistency is what resilience is all about: doing the right things over and over again. And that’s why, this fall, we’re releasing next-generation insights that connect directly into your workflow. Let me explain what that means. We’re introducing a new concept called the Command Center.

The Command Center is designed for sales leaders, RevOps, enablement teams, and managers. This is where you’ll start your day. It consolidates signals, activities, and conversion rates — all in one place — so you can see the entire revenue funnel, from first touch to close, in real time. You can view each segment of your business, whether it involves smaller customers with shorter cycles or larger, more complex deals.

By consolidating everything into one place, we’re helping you answer the question, 'Where do I start?' You won’t have to guess, thanks to purpose-built AI models tailored to your unique business. Unlike one-size-fits-all AI, these models learn from your data and processes and provide actionable, segment-specific advice.

For example, in the Command Center, you might see an opportunity flagged in the discovery phase. In the past, we relied on blunt instruments — like a report in Salesforce that flagged anything in a stage for more than a certain number of days. But that approach was too broad, leading people to ignore the report over time. Now, with AI, we can pinpoint the exact deals that need attention and suggest the right actions to take.

Here’s another example. In the discovery phase, you’ll see insights drawn from conversations, activities, and stakeholder interactions, flagging exactly which deals need your attention. If you need to act, we provide options to programmatically add a play, ensuring that similar deals are automatically flagged for review in the future.

Let’s dive into a demo. For this, I’ll be two people at once — bear with me! I’ll start as Renee in Revenue Operations. Renee begins her day in the Command Center, which shows her pipeline for the quarter across different groups. This allows her to focus on where to spend her time, ensuring she’s maximizing impact every day.

In the Command Center, you’ll see real-time pacing metrics versus prior quarters and recommendations on where to focus. For instance, if there’s a potential pipeline problem, we’ll suggest actions to address it. As Renee moves through each stage, she’ll see details about stalled deals, backed by AI-driven insights specific to her business.

When I talk to managers, they often share how challenging frontline management can be. Managers are constantly pulled in many directions, and when they do coach, it’s often reactive or too generalized. But targeted coaching is possible here. For example, the system might show that 23 sellers are struggling with objections in a certain phase. Managers can click through to view detailed recommendations for each seller, addressing specific needs.

This new level of insight and action will completely transform how teams operate, providing that performance force multiplier we talked about. This product bridges insight, action, and outcome in a way that’s unique to Salesloft.

And the timing couldn’t be better because this is exactly what revenue leaders need right now.