This research considers the range of management disciplines commonly referred to as sales performance management, or SPM. SPM includes sales incentive compensation administration, sales compensation plan design, quota planning, and sales territory optimization, as well as reporting, analytics, and workflow capabilities.
In addition to describing this collection of managerial disciplines, the SPM moniker also refers to commercial technology solutions that address them. In this report, we examine how organizations solve the considerable challenges associated with SPM and consider the impact of commercial SPM technology on their efforts to do so.
