AI Can Fake Every Metric You Measure by Lunchtime.
SLAs, activity counts, emails sent, time-to-route — automation produces all of it at volume, which means none of it tells you anything anymore. What survives is the part AI can''t do: conversation content, sentiment, when a deal starts slipping, talk-versus-listen ratio.
Transcript
Hey, every metric your RevOps team has been measuring, AI can likely fake by lunchtime. The things we care about, the things we've been worshiping — SLA, activity counts, emails sent, and things of that nature — AI does that in massive, quickly. Time it takes to distribute a lead to a sales rep: with some automation, with some artificial intelligence, that should take seconds. You should get that out.
So what does matter now? What is important going forward? It's the human component of it. It's the things that aren't fully automated with AI, and with typical automation. For example: the content of the conversation. When a deal starts slipping. Sentiment. How much time is the agent spending talking versus listening.
Mark Roberge just said something the other day. He said your agent should be spending 75% of the time on calls, not composing emails, sending them, in typical activities. That's what's important today. Those are the things we need to measure in the new age.
If your dashboard is measuring motion, you're celebrating the wrong thing. Start measuring what AI cannot do, which is human judgment.
