Gartner Research

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

Published: 09 March 2012

ID: G00230131

Analyst(s): Patrick Stakenas

Summary

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

Analysis

  • 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

Recommended Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.