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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
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
- Companies are realizing significant, quantifiable gains across the spectrum of SPM applications, but few have implemented full SPM suites