AI-Powered Sales Intelligence as a Strategic Asset: Redefining Managerial Decision Authority in Large Commercial Organizations
Abstract
In large commercial organizations, managerial decision authority has traditionally been shaped by hierarchical structures, experiential judgment, and periodic performance reporting. While advances in sales analytics have improved visibility and insight, decision power has remained largely human-centered, constrained by information asymmetries, organizational scale, and delayed response cycles. As commercial environments become increasingly data-intensive and complex, these limitations have exposed the structural inadequacy of traditional decision authority models. This paper examines the emergence of AI-powered sales intelligence as a strategic managerial asset that fundamentally reshapes decision authority in large commercial organizations. Moving beyond the view of sales intelligence as a reporting or analytical function, the study conceptualizes AI-powered sales intelligence as an institutionalized decision capability embedded within organizational systems. From a business management perspective, the paper analyzes how artificial intelligence transforms the allocation, execution, and governance of managerial decision authority across sales organizations. The study argues that AI-enabled sales intelligence shifts decision authority from individual discretion toward system-based architectures operating under managerial design and oversight. Rather than diminishing managerial control, this shift redefines managerial responsibility toward strategic intent, governance, and accountability. The paper further explores the implications of algorithmic authority for centralization, organizational power dynamics, and sales leadership roles. By framing AI-powered sales intelligence as a strategic asset rather than a technical tool, this study contributes to management theory by clarifying its role in redefining decision authority at scale. For practitioners, it provides a conceptual foundation for governing AI-enabled sales intelligence systems in a manner that enhances performance while preserving strategic control. The findings underscore that sustainable competitive advantage arises not from analytics adoption alone, but from the deliberate managerial orchestration of decision authority in AI-enabled commercial environments.
Keywords
AI-Powered Sales Intelligence, Managerial Decision Authority, Sales Management Strategy, Algorithmic Decision Systems, AI in Large Commercial Organizations
Citations
IRE Journals:
Ufuk Elevli "AI-Powered Sales Intelligence as a Strategic Asset: Redefining Managerial Decision Authority in Large Commercial Organizations" Iconic Research And Engineering Journals Volume 8 Issue 2 2024 Page 1215-1225 https://doi.org/10.64388/IREV8I2-1713977
IEEE:
Ufuk Elevli
"AI-Powered Sales Intelligence as a Strategic Asset: Redefining Managerial Decision Authority in Large Commercial Organizations" Iconic Research And Engineering Journals, 8(2) https://doi.org/10.64388/IREV8I2-1713977
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