Field notes on sales process, automation, and SDR leadership.https://kmlsales.com/https://kmlsales.com/blog/document-it-before-you-automate-it/https://kmlsales.com/blog/document-it-before-you-automate-it/AI sales pilots rarely fail because of the AI. They fail because nobody wrote down the process the AI was supposed to run.Sat, 10 Oct 2026 00:00:00 GMThttps://kmlsales.com/blog/where-the-human-stays-in-the-loop/https://kmlsales.com/blog/where-the-human-stays-in-the-loop/A simple test for deciding which sales steps software should handle, and where a rep stays involved.Sat, 03 Oct 2026 00:00:00 GMT