New Entrys to Sales Performance Management (SPM) Like Salesforce.com Zoho are catching up with SPM in a fast way
The breadth and depth of SPM continues to broaden substantially to include key functionalities supporting sales and the utilization of tools to assist in the behavioral management of salespeople.
Gartner analyzes key vendors with SPM product suites for business leaders and sales teams. Sales performance management (SPM) encompasses operational and analytical functions to automate and integrate processes for planning, designing, allocating and managing sales compensation, sales processes, territories, quotas and behavioral/training plans. SPM solutions seek to improve the structure, focus and motivation of salespeople and channels to achieve targets for revenue and margin production. Moreover, SPM solutions provide modeling and analytic capabilities for businesses to evaluate sales assumptions and diagnose trends in sales outcomes.
Sales incentive compensation usually marks the foundation for SPM companies, however salesforce.com and Zoho have entered the market from the back door with solid functionality, salesforce.com however has no ICM and relies on their partner community.
Gartner talks in detail about it in a recent note that I authored “Magic Quadrant for Sales Performance Management” (subscription/fee required).
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.