Survey of Solution Providers in SPM and ICM

24 September 2019


This research gathers feedback from current clients of incentive compensation management (ICM) systems and sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users of these systems.

We’ve made this research “evergreen,” and expect to issue regular updates on findings, at least once per year.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 10 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force, in organizations that directly employ at least 10 full time salespeople. Target participants are involved in incentive compensation design, planning, or administration, or the planning and administration of sales territories, quotas, or performance reporting. Vendors are ineligible.

Benefits of Participation

Participating in the survey provides insight valuable to fellow practitioners and professional peers. Additionally, each respondent will have the option to request a complimentary copy of the most recent survey findings (do this by completing the request for contact information at the end of the survey).
Participants receive:
  • A copy of the findings report on this research topic
  • An invitation to any Sales Management Association webcast in which summary findings are presented to our audience

Research Timeline

This evergreen initiative has no closing date, as we expect to report findings regularly, at least once per year.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of OpenSymmetry.

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