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  5. Sales Performance Management (SPM) Software – New Research On How Customers View Their SPM Investments

Sales Performance Management (SPM) Software - New Research On How Customers View Their SPM Investments

Session Description

10:40 am to 11:25 am / Wed 8 Jun

Location: Houston Room

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. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan. SPM promises management greater control, richer insight, and faster decision making.

But SPM solutions are sometimes marketed with vague descriptions, confusing jargon, and overreaching claims. This presentation reviews the SPM category, including its most important vendors, and offers a clear description of what these solutions actually provide. The session is recommended for firms considering adopting or optimizing SPM solutions, or for managers interested in learning the latest on this solution category.

Discussion will focus on functional capabilities, shortcomings, and how SPM provides ROI. Includes insight from recently concluded Sales Management Association research from more than 200SPM users, including their ratings of platform effectiveness.

 

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