Sales compensation has always been the function most closely connected to the outcomes that matter most: revenue growth, target attainment, and forecast accuracy. None of those move without incentive compensation driving seller behavior.

Sales comp practitioners are being asked to lead this shift, one that the market is happy to name, but rarely takes the time to define. AI, assistants, agents, orchestration: the words are probably familiar to you by now. However, a clear outline of what they mean in practice is harder to find.

The shift from manual management to autonomous orchestration changes how sales performance can move from a system of record that simply reports on what already happened to a system of action that enables you to motivate your teams, drive revenue outcomes, and grow with confidence.

This session defines what Sales Performance Orchestration (SPO) actually means for you and your business. We'll walk through what SPO looks like at three stages of maturity: the foundations that make it possible, the connections across the go-to-market lifecycle, and the orchestration layer that turns those foundations and connections into a genuine competitive advantage. For each stage, we'll look at what it means to you, what is required of you, and what outcomes embracing orchestration empowers you to achieve. You'll leave with a clear definition of SPO that you can take back and use, regardless of where your revenue program sits across the maturity arc, and a practical sense of what the next stage actually demands.