Great sales planning isn’t guesswork—it’s a science. This session explores how top RevOps and Sales Ops leaders use data to design smarter territories, set quotas that drive performance, and craft sales incentives that motivate sellers and align with business goals.

We’ll discuss:

• Data-backed territory design – How to ensure fairness, efficiency, and maximum coverage

• Quota-setting strategies – Using analytics to balance ambition and attainability

• Incentive optimization – Aligning compensation with revenue growth and sales behavior

• Predictive planning – Leveraging AI and forecasting to stay ahead of market shifts

• Real-world applications – How leading organizations are using data to fine-tune their sales plan

What does a best-in-class sales planning process look like at scale? This session takes an inside look at how and when top enterprise organizations approach sales planning—from strategy to execution.

We’ll discuss:

• Cross-functional collaboration – Aligning Sales, RevOps, and Finance for seamless planning

• Building a strong data foundation – Ensuring accuracy, consistency, and trust in sales planning data

• Iterating on past performance – Lessons from previous sales cycles to drive smarter planning

• Avoiding common breakdowns – Key failure points and how to navigate them

• The role of AI and automation – How technology is shaping the future of sales planning

Like a great quarterback, knowing when to call an audible can be the difference between hitting your number and falling short. The best sales plans aren’t static—they evolve. This session focuses on how to recognize when a course correction is needed and what actions to take to keep revenue on track.

We’ll discuss:

• Early warning signs – How to detect issues before they impact results

• Using data to assess performance – Key metrics to determine if adjustments are necessary

• Quota and territory realignment – When and how to make changes without disrupting momentum

• Compensation plan adjustments – Fine-tuning incentives to maintain motivation and performance

• Lessons from top organizations – How leading companies successfully navigate mid-year shifts

When it comes to setting sales targets and aligning on compensation budgets, revenue and finance teams bring different perspectives – but both are essential to getting it right. In this session, hear directly from world-class revenue and finance leaders as they discuss how they navigate these critical conversations, find common ground, and drive business success together.

We’ll discuss:

• How revenue and finance teams approach sales planning – Key priorities from both sides of the table

• Setting sales targets – Finding the balance between aggressive growth and financial discipline

• Compensation plan negotiations – Aligning incentives with company objectives and profitability

• Managing risk and forecasting – Strategies for building confidence in sales projections

• Real-world lessons – Candid insights from leaders who have tackled these challenges firsthand

When your company is growing fast, your sales planning process needs to be agile. This session pulls back the curtain on how high-growth organizations keep pace with rapid scale while keeping reps motivated and aligned to evolving sales plans.

We’ll explore how RevOps teams build scalable sales planning processes that flex with the business – navigating constant change, enabling clear communication, and ensuring execution doesn’t fall behind the strategy.

We’ll discuss:

• Foundations for scale – How to proactively design a sales planning process that supports rapid growth

• Cross-functional coordination – How Sales, RevOps, and Finance stay in sync as complexity increases

• Communicating change with confidence – Tactics for keeping stakeholders informed and engaged

• Rep onboarding in a shifting environment – Getting new hires up to speed on evolving plans and compensation structures

• Lessons learned – Hard-won insights from leaders who’ve scaled successfully