Sales is shifting from copilots that suggest next steps to orchestrated agents that execute workflows. For consultants and integrators, the move to agentic AI means enabling sales teams with tools that not only recommend but act across planning, stage-gates, and pursuits.

AI transforms account and pursuit planning by generating executive-ready insights, stakeholder maps, and risk registers. This accelerates planning cycles and improves cross-sell and upsell outcomes.

AI isn’t just a new toolset—it’s a new organizational architecture. Leaders across industries are moving from hierarchy-heavy org charts to leaner, flatter “barbell” structures: many more individual contributors (ICs) on one end, a smaller cadre of leaders with broader spans of control on the other, and fewer layers in between.

Generative AI and autonomous agents are remaking how business software delivers value. For incumbents such as Salesforce, Snowflake, SAP, Microsoft and Oracle the change is twofold.

Customers demand proof of value. AI enables telemetry that demonstrates ROI in real-time, building credibility and accelerating adoption.

McKinsey identifies two main failure modes sinking Generative AI (GenAI) programs: (1) failure to innovate at pace, and (2) failure to scale promising pilots. Enterprise Sales leaders face similar barriers—siloed data, fragile CRM integrations, low trust, and the so-called 'pilot graveyard.' The remedy is a platform approach: reusable patterns, self-service portals, and automated guardrails. This whitepaper synthesizes McKinsey’s insights with enterprise sales realities, offering a 90/180/365-day roadmap and KPIs to guide implementation.

Enterprise technology sales companies and global consulting firms often struggle to implement AI and AI agents for Go-to-Market (GTM), Sales Enablement, Sales Process, and Account Planning due to a combination of organizational, data, process, and cultural challenges.