Sales compensation plans have traditionally focused on results such as revenue, quota attainment, and deal size. While these outcomes remain important, organizations often have limited visibility into the skills and behaviors that lead to those results. As a result, incentives reward what sellers close, but not always how they develop and apply the capabilities that drive long term performance.

This session explores how advances in AI are beginning to make sales capabilities more visible and measurable. By analyzing seller behaviors, skill development, and enablement activity, organizations can better understand which capabilities contribute most to sustained success.

The discussion will examine how these insights can influence incentive strategy, including how organizations evaluate training investments, reinforce skill development, and recognize behaviors that contribute to long term sales effectiveness. Attendees will leave with perspectives on how AI driven insights may reshape how companies think about performance measurement, enablement, and compensation.