Gartner defines Sales Performance Management (SPM) as a suite of operational and analytical functions that automate and unite back-office operational Sales processes. SPM is implemented to improve operational efficiency and effectiveness. Capabilities include Sales Incentive management, Objectives management, Quota management and Planning, Territory management , Advanced Analytics, and gamification.
Gartner defines Incentive compensation management (ICM), which includes standard reporting and analytics, as the principal of core capabilities of SPM.
Sales Performance Management (SPM) and Incentive Compensation Management
SPM is a data-based strategy to plan, manage, analyze and execute Sales Performance. SPM should be considered a Sales ecosystem consisting of People, Processes, and Technology, responsible for revenue generation for the entire organization.
Incentive Compensation Management (ICM) is a core component of the wider concept of Sales Performance Management (SPM) which aligns Capacity planning, Territory mapping, Incentive design and forecasting, and more.
Sales Performance Management (SPM) aligns Sellers and Strategy
SPM is essential to an Organization’s Business strategy, Sales objectives and is often a driver for meeting market demands and an Organization’s Profit, Product, and Sales Goals.
SAP Commissions makes Incentive Compensation Management a fast, easy, and accurate process and delivers complete transparency and control over past, present, and future compensation payments, enabling you to make the right business decisions with powerful dashboards, prepackaged reports, and robust modeling
Sales Performance Management - Key Benefits of SAP Commission Management
- Improve selling behavior
Develop and distribute strategic incentive compensation plans at scale to drive the right sales outcomes for your global workforce.
- Increase incentive compensation ROI
Unlock insights with rich analytics and leverage prescriptive AI recommendations to improve plan performance without third-party business intelligence software.
- Reduce risk, payment errors, and comp disputes
Address sales compensation inquiries, eliminate overpayments and resolve payment in seconds with one-click traceability.
Sales Performance Management - Key Capabilities of SAP Commission Management
- Comprehensive incentive compensation management
- Model, compare, test, and roll out new plans and promotions quickly.
- Create complex Plans with ease using intuitive drag-and-drop interfaces and templates
- Motivate Sales personnel with bonuses, multipliers, and Performance insights
- Real-time payment and performance insight
- Resolve sales compensation inquiries in seconds with one-click traceability.
- Empower Sales reps to raise disputes efficiently.
- Keep sales reps motivated on selling with Commission estimates and Leaderboards.
- AI recommendations and plan optimization
- Maximize Incentive Compensation spend with AI recommendations for optimizations.
- Deliver prescriptive Sales recommendations and identify opportunities
- Uncover insights without data scientists or added solution implementation.
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