Gartner Blog Network


Sales Performance Management Capabilities for Sales Execution

by Tad Travis  |  August 18, 2015  |  Submit a Comment

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 access to information on accounts, opportunities and forecasts. But they are less well-suited to be engines of sales execution.

Effective sales execution requires a combination of training, sales methodologies,  and tools. Of these, companies should value SPM capabilities that improve how sales representatives gather and retain knowledge about their products, competitors, industry trends, etc.

Gartner has recently evaluated several SPM technologies that result in more effective sales processes. They improve the natural selling abilities of salespeople through ongoing development, monitoring, training and coaching — in short, by generally increasing their skills and knowledge.  For example, new training technologies based on behavioral science are disrupting traditional training technologies.  Sales performance monitoring technologies that use big data and business graph techniques improve how companies monitor, analyze and enhance their sales execution.

The training solutions are promising because they move training tools closer to the point of need.  The sales performance monitoring solutions build correlations and benchmarks that uncover sales effectiveness trends and reveal optimal selling techniques.

For more information, see “Evaluate Emerging Sales Performance Management Technologies to Improve Sales Execution

Additional Resources

Category: crm  data-and-analytics-strategies  

Tags: crm  gartnercrm  sales-performance-management  sfa  spm  

Tad Travis
Research Director
1 year at Gartner
15 years IT Industry

Tad Travis is a Director in Gartner Research. He is responsible for managing the Sales Performance Management (SPM) sector of Gartner's CRM research practice. His research focuses primarily on SPM tools and capabilities to drive sales effectiveness and efficiency in all industries. Read Full Bio




Leave a Reply

Your email address will not be published. Required fields are marked *

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.