What We're Seeing

What Salesloft's New Agentic AI Release Got Right

Most teams never do the re-design work. They bolt AI onto whatever existing process they have and expect better results.

By Jim Norton · 2026-11-02

Salesloft's new release lets revenue teams write a sales play in plain English, set the goal, the guardrails, the autonomy level, and then hand it to an AI agent to run. That's not a feature. That's the redesign most companies skip.

When we rebuilt the sales process at my last client, the hard part was deciding, stage by stage, and activity-by-activity what "great" actually looked like. Then, we re-built the tech stack around those answers. Most teams never do the re-design work. They bolt AI onto whatever existing process they have and expect better results.

Salesloft's new Agentic Playbook is interesting because it forces that design question up front. You write the play in natural language, you set how much autonomy the agent gets, you decide where a human has to sign off. That's the actual bottleneck in agentic GTM right now, not whether the AI is smart enough, but whether anyone's done the process work to tell AI what "great" looks like.

Most AI rollouts I see skip straight to the agent and never touch the sales process (playbook) redesign  beneath it.

If you added AI to your sales process this year, did you redesign the play first, or just hand the old one to a faster worker?

Source: Salesloft Advances Agentic Revenue Vision, GlobeNewswire, Oct 27 2026

Jim Norton is a Partner at Big Wheel Performance. He helps investor-backed companies build disciplined revenue engines that scale from $10M to $100M+ and support durable valuation, drawing on experience that has contributed to more than $2B in enterprise value creation.