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).
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