Welcome to this week’s edition of Twimbit X Insights.

Great sellers have always known which deals deserve their attention. The agent era asks for the same judgment about the work agents do on their behalf, and someone has to coach it.

From capacity to results

​By 2028, AI agents are forecast to outnumber human sellers 10 to 1, yet fewer than 40% of sellers are expected to say agents made them more productive.

So what stands between all that capacity and results?

Overload is one barrier, since past a certain point more prompts and tools risk overwhelming sellers. Our read is that another sits with the seller, since every agent output ends in a decision to send, fix or stop, and that judgment shapes how much capacity turns into results.

Managers have long coached that judgment by replaying recorded calls, which say little about how a seller handles an agent’s work.

Judgment leaves a trail

Steering agents leaves a record of its own. Every approval, edit or override shows how a seller judges and where your tools capture them. A manager can see who takes the first draft, who rewrites it, and who catches the mistake before the buyer does. That trail does for agent work what a recorded call does for conversations.

That oversight takes time, and one team running 20-plus agents reports that managing them takes 30% of its Chief AI Officer’s time. For its AI SDR, the team read the first 1,000 emails by hand before moving to a 20 to 30 minute daily spot-check.

Notice how that review changed, wide at first and lighter as trust built. Trust needs evidence, and a seller’s approvals, edits and overrides are exactly that. Without the trail, a manager has nothing to coach from and nothing to trust, which is where capacity stops turning into results.

Leaders who learn to read the trail will coach the sellers who make ten agents worth having.

Three signals to watch

​Learning to read the trail starts small. Pick one workflow where AI drafts or acts for your sellers, then follow these three signals over a month.

• Track the override rate, which is how often a seller changes or rejects the agent’s proposal. A rate near zero could mean a great agent or a seller who has stopped reading.
• Read what sellers change, since a recurring fix is a coaching topic for the seller and a training note for the agent.
• Measure decision time, since quick on routine items and slower on risky ones is healthy, while the same speed everywhere deserves a conversation.

What would a week of your best seller’s decisions about their agents teach the rest of your team?