AI is not one thing. The technology now entering Sales Performance Management spans at least five distinct paradigms: analytics and insights, predictions, optimization, workflow automation, and agentic systems, and each lands differently across the SPM workstreams of quota planning, territory scoring, account movement, headcount and capacity, and coverage modeling. Most conversations about "AI in SPM" collapse this into a single narrative, which obscures where value is actually being delivered today and where it remains aspirational.

This session presents a practitioner's matrix mapping AI paradigms against SPM workstreams, populated with field observations from active customer deployments. Each cell carries a maturity read - production-ready, promising-but-early, overhyped, or not yet - grounded in what we are seeing with sales planning teams across the customer base.

Attendees walk the matrix segment by segment with the presenter, examining where AI investment in the SPM stack is producing measurable value today and where it is not yet ready. They leave with a take-home version of the matrix, the field criteria used to populate it, and a clear view of which categories warrant near-term investment versus continued evaluation.

Key Takeaways:

• Distinguish among the five primary AI paradigms now appearing in the SPM stack - analytics, predictions, optimization, workflow, and agentic - and the type of value each is positioned to deliver.
• Map AI paradigms against specific SPM workstreams to identify where value is being captured today versus where it remains aspirational.
• Apply a maturity assessment framework to AI capabilities under evaluation in your own SPM stack, using criteria tested across active customer deployments.