AI Sales Operations: Everyone on our sales team was using AI. But not the same one.
How our sales works
We are a HealthTech Startup that improves the lives of over 2000 patients with multiple chronic diseases to improve their health through behavioral-science-based coaching.
We are B2B2C: We sell to doctors’ practices that see a high inflow of patients and have limited time to handle it. Sales is a field job: account executives drive from practice to practice. They pitch to doctors and the practice team, often between two patients.
Two pains show up every week:
- Preparation. Before a visit, the question is “What do we know about this practice?” The answer is spread across the CRM, old emails and a colleague’s memory.
- Debrief. The richest information exists in the car, right after the visit. What reaches the CRM in the evening is a thinner version of it.
Many AIs, no handover
I observed that everyone addressed both pains with different AIs. One account executive had ChatGPT prepare a practice summary before each visit and dictated the debrief afterwards as a voice note. A colleague had built something in Perplexity. A third worked with Claude.
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Each setup worked, but none was transferable. A summary in ChatGPT is not a prompt you forward. It is a project with instructions, a voice input and a habit bound to that one tool. A colleague on Perplexity sees it and nods: “Nice! I do it differently.”
Three tools, three solutions and no transfer. The team did not lack ideas. It lacked common ground on which an idea from one person could become a routine for all.
One tool for everyone
Step 1 was unglamorous: we gave everyone the same ground. One tool, one onboarding, one short workshop.
We chose Claude. The choice matters less than the fact that there is one. On one tool, everyone talks about the same AI and sees the same behavior. A prompt that works for me works the same for you, and a project can be handed over as a whole instead of retold as advice.
The practice summary was the first thing to travel across the team and became everyone’s routine.
We’re not there yet
It worked, up to a point. Everyone could now share what they had built. Few did. The usage was comparable, but not yet visible. We reached a next step: bringing the AI into the channel where the team actually talks.
Next: one channel and one question a week.
Bringing AI into Sales — Notes from a HealthTech startup, part 1 of 4
