An emerging software category called “Sales Performance Management,” or SPM, is providing a new level of sales management insight for firms who’ve adopted SPM systems. Interest in these systems is surging, due in part to the value they provide sales organizations confronting reorganizations and deployment changes – an increasingly common circumstance in the wake of the global economic crisis. With quick payback and strong ROI, SPM implementations are comparatively easier to justify for firms that would otherwise struggle to justify large-ticket sales organization investments.
This Sales Management Association Research Brief examines SPM in detail, including its effect on sales management practice, and identifies the key value and ROI drivers for firms considering implementing SPM systems.
