The Importance of MarketScope Criteria for Sales Performance Management



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The 2012 SPM MarketScope underscores a process shift that impacts sales-led organizations. Companies have traditionally leaned on sales incentive compensation management functionality as the approach to SPM. Yet, Gartner research shows that SPM breadth and depth have broadened substantially.

Table of Contents

  • Analysis
    • Companies are realizing significant, quantifiable gains across the spectrum of SPM applications, but few have implemented full SPM suites
    • Industry-leading enterprise ICM software vendors are focused on building and acquiring applications that support the full SPM spectrum, including analytics and objective/quota, territory, training, appraisal/evaluation, hiring/onboarding and sales coaching management
      • Market Definition: SPM
      • Inclusion Criteria
    • Analytics and metrics to measure and report on compensation management have become standard for most ICM companies
      • Evaluation Criteria and Weights
  • Recommended Reading
© 2012 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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