Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. Its more notable players include Xactly, Varicent (formerly IBM), SAP (formerly CallidusCloud), Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision making.
Those claims are being pressure tested right now by the global pandemic, which is scuttling sales plans and disrupting performance expectations in every corner of the economy. This presentation examines the ways sales organizations are recalibrating forecasts and recasting salesperson performance expectations, including the analytics required to manage sales organizations in uncertain markets. And it asks the question “Are SPM platforms conferring advantages to those firms that rely on them?”
These insights should be useful to those considering adopting or optimizing SPM solutions, and also to those not currently using dedicated SPM applications but who must use analytics to refocus the sales organization’s performance.
Topics include a deep dive into SPM functional offerings, and a consideration of the analytical approaches needed right now as sales organizations re-calibrate performance management, including:
- How to ID reps that are providing the highest ROI to the company (not just those that are beating quota)
- Managing more accounts with few reps (automated quota planning/management)
- Keeping the sales force whole… (automated draws and guarantees).
- Modeling / Impact analysis (forecasting costs and commissions based on potential changes)
- Switching from hunter to farmer activities (business enabled platform to test and promote new plans)