Sales Performance Management (SPM) is a data-driven approach to planning, managing and analysis of sales performance at scale, that motivates sales teams, generates results, and drives revenue growth. SPM helps companies reach their full sales potential and maximize their return of investment in sales. It can be broken down into the following 3 capabilities:

• Planning and Forecasting (including TQM)
• Incentives Management (ICM)
• Sales insights through Analysis and Reporting

Read more: What is Sales Performance Management?

Sales Performance Management enables the organization, from seller to executive, to track, monitor and adjust behavior for sales outcomes.

• Increased seller motivation & trust in compensation data due to enhanced visibility, transparency and accuracy of plan and payment details.
• Complex administrative functions are simplified and automated to ensure timely payment processing and flexibility to adjust and adapt changes with ease in a secure, accurate and auditable environment.
• Eliminate risks of over- & under-payments that would otherwise go undetected and adjust plans for optimal effectiveness through insights from advanced reporting & analytics at your fingertips.
• Better understand the impact of planned changes before roll-out through robust modeling and forecasting capabilities.