Section 20 of 21 · Decision Book p.35–43
20. Sales Rep Work Elimination / Zero-Entry CRM
DMA's book asks the system to take CRM work off the reps: log the call, fill the fields, turn promises into tasks, draft the follow-up, and keep the data clean. The five build-first items run in the POC as one flow: paste a call transcript, approve one batch. Data-quality checks run with every audit; briefs and the account timeline are one click away. Items that need DMA's data or choices (enrichment provider, rate card, routing rules) say so.
What we built for this section
- Call scribe: a transcript becomes one approval batch with a note, tasks from promises, facts with quotes and a claim-checked follow-up draft (about 12 seconds, about one cent).
- Zero-entry updates through the write gate, with a 30-second undo and every AI write listed with one-click undo.
- Data-quality rules: stuck deals, missing next steps, former owners, bad and role e-mails, duplicates, address verification.
- Facts from years of old notes, each with its quote; a one-message account brief; the Account 360 timeline.
The 36 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 20.1 | Automatic call/meeting summaryAfter every call or meeting, write the summary into the CRM so the rep doesn't have to. | p.35 | Phase 1 | L3 · Act within rules | Built in the POC |
| 20.2 | Automatic CRM field extractionPull budget, services, timeline, incumbent agency, decision maker and objections out of the call into CRM fields. | p.36 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.3 | Follow-up email draftDraft the follow-up e-mail after the call, ready for the rep to send. | p.36 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.4 | Promise → task detectionWhen someone on the call promises something, make it a task with a due date. | p.36 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.5 | One-click CRM approvalShow the rep everything the AI wants to change after a call, and let them approve it in one click. | p.36 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.6 | Automatic CRM data cleansingClean CRM data automatically: standard values, consistent fields, no junk. | p.37 | Phase 1 | L3 · Act within rules | Partly built — finishing in Phase 1 |
| 20.7 | Duplicate detection + smart mergeFind duplicate companies and people, and suggest the merge. | p.37 | Phase 1 | L1 · Recommend | Built in the POC |
| 20.8 | Automatic company enrichmentFill in company size, industry, location and website automatically. | p.37 | Phase 1 | L3 · Act within rules | Built — needs DMA's data |
| 20.9 | Contact/job verificationCheck that contacts still work where the CRM says, in the role it says. | p.37 | Phase 1 | L1 · Recommend | Partly built — finishing in Phase 1 |
| 20.10 | Email finding + verificationFind missing e-mail addresses and verify the ones we have. | p.38 | Phase 1 | L2 · Prepare, then wait for approval | Partly built — finishing in Phase 1 |
| 20.11 | Extract facts from old sales notesMine years of old sales notes for facts reps have forgotten. | p.38 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.12 | Extract facts from email threadsExtract facts from e-mail threads. | p.38 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 20.13 | Extract facts from call/meeting transcriptsExtract facts from call and meeting transcripts into the account's history. | p.38 | Phase 2 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.14 | Zero-entry CRM updatesKeep the CRM up to date without reps typing. | p.38 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.15 | Automatic task creationCreate the tasks reps should have, without them typing. | p.39 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.16 | Salesperson promise detectionCatch what our own rep promised on a call. | p.39 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.17 | Prospect promise detectionCatch what the prospect promised, so the rep can follow up. | p.39 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 20.18 | Pre-meeting research briefBefore every meeting, hand the rep a one-page brief on the company. | p.39 | Phase 1 | L3 · Act within rules | Partly built — finishing in Phase 1 |
| 20.19 | Proposal data pre-fillPre-fill the proposal with what's already known about the prospect. | p.40 | Phase 2 | L2 · Prepare, then wait for approval | Built — needs DMA's data |
| 20.20 | Proposal first draftWrite the proposal's first draft for the rep. | p.40 | Phase 2 | L2 · Prepare, then wait for approval | Built — needs DMA's data |
| 20.21 | Old proposal extractionPull what past proposals said (services, prices, terms) into the account's history. | p.40 | Phase 1 | L2 · Prepare, then wait for approval | Partly built — finishing in Phase 1 |
| 20.22 | Automatic lead routingSend each new lead to the right rep automatically. | p.40 | Phase 1 | L3 · Act within rules | Partly built — finishing in Phase 1 |
| 20.23 | Stale opportunity detectionFlag opportunities that have gone quiet. | p.41 | Phase 1 | L1 · Recommend | Built in the POC |
| 20.24 | Missing-information detectionSpot deals that are missing key information for their stage. | p.41 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.25 | Pipeline-stage correctionSuggest the right pipeline stage when a deal's stage is wrong. | p.41 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.26 | Bad-data detectionSpot bad data: dead e-mails, role addresses, records owned by people who left. | p.41 | Phase 1 | L1 · Recommend | Built in the POC |
| 20.27 | Lead-source cleanupClean up lead sources so marketing can see what really works. | p.41 | Phase 1 | L1 · Recommend | Partly built — finishing in Phase 1 |
| 20.28 | Lost-reason cleanupTurn messy lost reasons into one clear code. | p.42 | Phase 1 | L1 · Recommend | Built in the POC |
| 20.29 | Automatic account timelineShow everything that ever happened with an account on one timeline. | p.42 | Phase 1 | L3 · Act within rules | Built in the POC |
| 20.30 | One-click account briefingBrief anyone on an account in one click. | p.42 | Phase 1 | L3 · Act within rules | Built in the POC |
| 20.31 | End-of-day CRM cleanupAt the end of the day, give each rep a short list to tidy their CRM. | p.42 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 20.32 | Manager pipeline cleanupGive managers one view to clean up the team's pipeline. | p.42 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.33 | Sales admin time dashboardShow how much admin time the AI saves the sales team. | p.43 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.34 | Cross-department account-context alertAlert the rep when another team knows something about the account. | p.43 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.35 | Concession/negotiation memoryRemember what was conceded in past negotiations. | p.43 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 20.36 | Rep confidence/hesitation flag from callsFlag when a rep sounds unsure on a call, for coaching. | p.43 | Phase 3 | L1 · Recommend | Designed for Phase 3 |