Wherever the CRM displays an AI-derived field, it links back to the evidence. This is the show-source principle, and it’s the antidote to the “the AI said so” anti-pattern that makes reps stop thinking.
Where you’ll see this
- On an opportunity, the AI insights accordion holds fields like MEDDPICC slots, sentiment, next steps, and detected competitor mentions.
- On a contact, the inferred persona slot and engagement signals.
- On an account, the auto-enriched firmographics.
Why collapsed-by-default?
On opportunity records the AI insights block is collapsed by default. You have to actively expand it to see the auto-filled values. The decision behind this is product-level: the deal should still live in your head, not on the AI’s opinion. The AI is a second-opinion lookup, not the primary surface.
What “show source” actually shows
For every AI-extracted value, a small link opens the originating evidence: the transcript line from the call, the paragraph in the email, the sentence in the document. If we can’t link to a specific span, we link to the activity that produced the inference.
If a field is collapsed, set, and you don’t recognise the value — open the source. That’s the whole point.