The Gartner 2017 Magic Quadrant for Sales Performance Management and Critical Capabilities have been published
Gartner is pleased to announce the latest version of the Magic Quadrant for Sales Performance Management. The Magic Quadrant examines qualifying vendors for sales performance management including: incentive compensation, quota management, and territory management. This annual report evaluates vendors based on both vision and execution strength.
The SPM market continued to grow in 2016. While Gartner estimates the growth at 5% to $753 million, it should not be compared to the previous two years as the definition of the market was change for 2016. The definition for 2016 considers the core definition of SPM to include incentive compensation, territory and quota management, gamification, territory and quota planning, and advanced analytics techniques (benchmarking, predictive/prescriptive, machine learning). Gartner made this change to reflect and focus on the SPM capabilities that are most important to buyers.
It should be noted that Gartner will continue to cover sales training, coaching, and appraisals which are no longer included in the SPM definition as part of sales enablement research.
As my colleague, Tad Travis, noted in his blog, “Gartner finds that vendors’ incentive compensation capabilities, particularly for rule definition and crediting, are maturing rapidly. This means that the core ICM capabilities are approaching commodity status.” Additional capabilities such as planning and advanced analytics techniques are available and help organizations improve effectiveness of the execution process, connecting planning through to optimization.
Gartner has also released a new piece of research for SPM, a companion to the magic quadrant, SPM Critical Capabilities. Gartner clients should use the Critical Capabilities to further evaluate critical SPM functions such as calculations, rule definitions, modeling, scalability and advanced analytics. Both the Critical Capabilities and Magic Quadrant are available in online and interactive as well as printable formats.
Contact Gartner to learn more about SPM.
Read Complimentary Relevant Research
Predicts 2017: Artificial Intelligence
Artificial intelligence is changing the way in which organizations innovate and communicate their processes, products and services. Practical...
View Relevant Webinars
How to Live Without Mobile Device Management
This webinar addresses the growing trend of users refusing to have enterprise management of their mobile devices due to privacy concerns....
Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.