Recent Sales Management Association research shows many firms with sales performance management (SPM) platforms derive value only from a portion of their SPM application's overall capabilities. These often underutilized capabilities extend SPM's business impact beyond the core function of administering incentive compensation programs. For many firms, these underutilized SPM functions include enhanced reporting, analytics, planning, and forecasting. In this session, we take a deeper dive into recent user research and explore why these value gaps exist and how to address them.
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