Sales Performance Management (SPM)

Sales performance management (SPM) is a business operations discipline that is typically supported by one or more software applications. The discipline focuses on gathering and analyzing metrics to monitor and guide sales professionals, incorporates incentive compensation and other reward practices, involves disciplined forecasting, emablement techniqes, talent development and sometime other functions such as territory optimization. The overall goal is to align efforts with key opportunities, align resources, improve sales performance/productivity and increase revenue and business results.

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