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The Gartner 2018 Magic Quadrant for Sales Performance Management is available

by Melissa Hilbert  |  January 16, 2018  |  Submit a Comment

Gartner_Lg_BluGartner 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 continues to grow at a healthy rate in 2017. Gartner expects it to reach $1.4 billion by 2020. Gartner’s definition of SPM includes incentive compensation, territory and quota management, gamification, territory and quota planning, and advanced analytics techniques (benchmarking, predictive/prescriptive, artificial intelligence/machine learning).

While the core capabilities of SPM (incentive compensation, territory management and quota management) continue to mature, buyers should look to the depth and breadth of these capabilities in evaluations to make certain their business requirements will be met. Gartner sees growth and innovation in several areas including advanced analytics, territory and quota planning, and SPM’s connectivity to other solutions such as CRM, CPQ, Sales Enablement and FP&A. Planning and advanced analytics techniques are available and help organizations improve effectiveness of the execution process, connecting planning through to optimization.

Stay tuned for the publication of the SPM Critical Capabilities companion document. 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 (when refreshed) and Magic Quadrant are available in online and interactive as well as printable formats.

Contact Gartner to learn more about SPM and how your organization can improve its efficiency and effectiveness.  You can find the document at

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Melissa Hilbert
Research Director
1 year at Gartner
23 years IT Industry

Melissa Hilbert is a Director in Gartner Research. Ms. Hilbert is responsible for the Sales Performance Management (SPM) agenda within the CRM for Sales research agenda including the SPM Magic Quadrant. She has extensive knowledge of SPM systems and processes, sales incentive compensation, quota management and territory management. She has additional expertise in sales enablement processes, sales enablement tools and sales analytics. Read Full Bio

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