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Sales Performance Management is coming into its own…

by Patrick Stakenas  |  October 23, 2012  |  Comments Off on Sales Performance Management is coming into its own…

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 elements of training management, behavioral management and coaching systems.  In a recent research by Gartner top best of breed vendors cited most ICM deals are accompanied by sales coaching and other SPM tools.. 

The marketplace is asking for more… and it is clear that sales performance management (SPM) now  represents a broader set of functionality, one that has operational and analytical capabilities for automating and integrating the processes and functions for managing salespeople and making them more effective and efficient is what is wanted and needed by sales leaders. A wider, more feature-rich SPM software/software as a service (SaaS) market has emerged from the sales incentive compensation management (ICM) vendor community in response to IT leaders’ demands for improved optimization of sales processes, targeted expectations, market coverage and compensation to support revenue growth and influence critical behaviors. 

Once you have a chance to read the Marketscope for SPM research note from Gartner, let me know your thoughts.

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Category: chief-sales-officer  customer-relationship-management  head-of-sales  sales-performance-management  vice-president-of-sales  

Tags: behaivorial  crm  customer-rel  icm  sales-coaching  sales-performanc  spm  

Patrick Stakenas
Research Director
1 year at Gartner
14 years IT industry

Patrick Stakenas is a research director at Gartner Research. His primary focus is on sales performance management (SPM) and mobile. Mr. Stakenas has extensive expertise in SPM, CRM, SaaS and cloud computing models. He has application expertise in SPM, incentive compensation, sales force automation (SFA) ...Read Full Bio




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