Gartner Research

Get to Know the Key SPM Technologies Before Determining Your Strategic Approach

Published: 09 March 2012

ID: G00230131

Analyst(s): Patrick Stakenas


Sales performance management requires a cohesive strategy. CIOs and sales operations professionals of midsize companies and enterprise organizations should look at SPM technology that will support strategic progression and assist in obtaining optimal performance from their sales forces.

Table Of Contents
  • Overview


  • Sales Opportunity Management Focuses on the Customer Aspects of Selling
  • Sales Effectiveness Focuses on the Tasks and Processes of Selling
  • SPM Applications Focus on the Sales Force's Motivation, Development and Growth
    • Objective and Quota Management
    • Territory Management
    • Hiring and Onboarding
    • Appraisal or Evaluation
    • Sales Learning
    • Coaching

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