January 16, 2025
Austin, Texas — OpenSymmetry, a global consulting company specializing in the planning, implementation, and optimization of industry-leading technology suppliers of sales performance management solutions in collaboration with WorldatWork, the premier global nonprofit association for Total Rewards professionals has released the Sales Performance Management 2024 Report. This comprehensive study explores the transformative role of Sales Performance Management (SPM) technology in optimizing sales operations and compensation strategies across industries.
The report, based on input from over 450 organizations worldwide, reveals that nearly half (46%) of firms utilize SPM technology, a figure reflecting its growing importance in enhancing sales efficiency and transparency. Among these firms, the adoption of commercial SPM platforms leads to measurable improvements in administrative processes, data reporting, and sales compensation planning.
Key findings include:
- Efficiency Gains: Companies leveraging SPM solutions report faster incentive payment cycles and higher satisfaction with sales compensation workflows and over 80% of firms report that SPM solutions meet or exceed their expectations for return on investment and financial performance
- Adoption Trends: Larger firms, particularly those with over 1,000 sales compensation participants, show the highest rates of SPM technology implementation, and when an SPM technology is used, firms are more likely to shift responsibility for sales compensation program management to a sales operations function.
- Challenges & Priorities: Firms using SPM technology report higher satisfaction with their effectiveness in core SPM disciplines: administration, design, territory planning, quota planning, analytics, and workflow – and, 90%+ of firms say SPM meets or exceeds expectations for increasing transparency to help improve the level of trust between payees and management.
“SPM is a vital component for organizations aiming to align their sales strategies with broader business goals,” said Alicia Scott-Wears, Content Director at WorldatWork. “For our members, this report offers valuable insights into how SPM solutions can enhance transparency, efficiency, and overall sales effectiveness, empowering them to drive better outcomes in an increasingly competitive landscape."
“Through our partnership with WorldatWork, we aim to shed light on the real-world impact of SPM technology,” noted Robert Blohm, Senior Partner at OpenSymmetry. “SPM technology plays a critical role in enabling organizations to streamline operations and achieve their sales objectives. This report highlights the tangible benefits and strategic insights that can help organizations navigate the complexities of implementing and driving SPM technologies.”
The Sales Performance Management 2024 Report underscores the importance of integrating SPM solutions with robust governance frameworks and end-user engagement plans. These practices are essential for organizations aiming to maximize the return on their SPM investments while overcoming operational complexities.
About OpenSymmetry
OpenSymmetry enables clients to achieve greater operational efficiency and get better sales results. OpenSymmetry is a global consulting company specializing in the planning, implementation, and optimization of industry leading technology suppliers of sales performance management solutions. OpenSymmetry has completed projects for more than 2,500 companies around the world. OpenSymmetry’s global headquarters is in Austin, Texas, with offices in the United Kingdom and India.
Media Contact:
Christina Mennen
Marketing Director
christina.mennen@opensymmetry.com
About WorldatWork
WorldatWork is the leading global nonprofit association for professionals engaged in the critically important practice of Total Rewards. We serve those who are responsible for cultivating inspired, engaged, productive, and committed workers in effective and rewarding workplaces. We guide them in the design and delivery of Total Rewards programs with our membership, education, certification, idea exchange, thought leadership, knowledge creation, information sharing, research, and networking. For more than 65 years, WorldatWork has served Total Rewards professionals throughout the world working in organizations of all sizes and structures. Professionals from more than 93% of Fortune 500® organizations rely on WorldatWork for Total Rewards solutions.
Media Contact:
media@worldatwork.org
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