Session Details | Inc. 5000 Conference & Gala 2026

For decades, the formula for sales growth was simple: More revenue meant more reps. But AI is rewriting the equation. As AI takes on more of the work involved in prospecting, lead qualification, pipeline management, research, and deal execution, sales organizations are confronting a provocative question: Do you really need to keep growing your sales team to keep growing revenue? Our CEO Survey findings suggest some sales teams are already getting smaller as AI adoption increases. But shrinking head count isn’t the whole story. The bigger question is knowing what to automate, what to augment with AI, and where human sellers still deliver irreplaceable high-touch value. Join us to explore how AI is reshaping sales team structure, productivity, and head count, and why the future of revenue growth may depend less on how many people you have and more on how intelligently you deploy humans and AI together.