Gartner Blog Network

Tag: 'spm' Blog Posts

from the Gartner Blog Network

The Gartner 2017 Magic Quadrant for Sales Performance Management and Critical Capabilities have been published

by Melissa Hilbert  |  March 31, 2017

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...

Read more »

Gartner Announces the 2016 Magic Quadrant for Sales Performance Management

by Tad Travis  |  January 21, 2016

Gartner subscribers are invited to download the newly released  2016 Magic Quadrant for Sales Performance Management (SPM) from the Gartner portal. Selected highlights from the Magic Quadrant include: The SPM software...

Read more »

Sales Performance Management Bridges the Gap between Corporate Planning and Sales Execution

by Tad Travis  |  December 18, 2015

I regularly speak with Gartner clients that want to increase their sales efficiency and effectiveness outcomes. While some of these conversations concern strategy, they most frequently ask about sales processes and systems that will: Align their...

Read more »

Sales Performance Management Capabilities for Sales Execution

by Tad Travis  |  August 18, 2015

I regularly speak with companies that are chasing after sales execution excellence, despite having used SFA systems for multiple years.  SFA systems are well suited to capturing sales activity, and for giving...

Read more »

Now Live: the 2015 Magic Quadrant for Sales Performance Management

by Tad Travis  |  January 7, 2015

Gartner subscribers are invited to download the newly released  2015 Magic Quadrant for Sales Performance Management (SPM) here http://www.gartner.com/document/2955918. Selected highlights from the Magic Quandrant include: The SPM market grew approximately 1.1%,...

Read more »

It's Annual Review Time...Do You Care?

by Tad Travis  |  November 5, 2014

When it comes to completing the annual reviews of sales representative, obviously there is only one metric that matters-- quota attainment.   Those who crush their numbers will enjoy the process, those who...

Read more »

Are you Ready to Handle the Changing World of Sales Performance Management and Sales Effectiveness

by Patrick Stakenas  |  August 20, 2013

Technologies are evolving and disrupting the broader market of sales force automation and even more so at the actual place where selling occurs. This requires sales leaders of the future to...

Read more »

Sales Performance Management is coming into its own...

by Patrick Stakenas  |  October 23, 2012

It seems that the days of sales organizations using purely Incentive Compensation Management (ICM) are drawing to an end as best of breed vendors build out their product suites to include...

Read more »

What will the VP of Sales role look like in 10 years?

by Patrick Stakenas  |  July 18, 2012

The VP of Sales, Head of Sales, Chief Sales Officer... (pick your title) role continues to evolve and change as technology, processes and legislation continue to evolve.  10 years ago...

Read more »

The Face of Sales Performance Management (SPM) Will Dramatically Change in 2012 and Beyond

by Patrick Stakenas  |  March 15, 2012

Over the past few days (at the Gartner Customer 360 Event in Orlando) I have heard from numerous IT leaders and business executives (both enterprise and vendors) on Sales Performance...

Read more »