Gartner Research

Implementation Techniques for the Eight Building Blocks of Sales Performance Management

Published: 17 December 2015

ID: G00291765

Analyst(s): Theodore Travis


IT leaders supporting sales-enablement departments should follow the implementation techniques for the Eight Building Blocks of SPM to align their sales planning, sales operations and sales execution processes.

Table Of Contents
  • Key Challenges


  • Follow the Best Practices for Defining the SPM Program's Vision, Strategy and Customer Experience Goals
    • SPM Vision
    • SPM Strategy
    • SPM User Experience
  • Follow the Best Practices for Defining the SPM Program's Organizational Collaboration, SPM Process and Information Sources
    • SPM Organizational Collaboration
    • SPM Processes
  • Define the SPM Information Sources, Technology and Metrics
    • SPM Information Sources
    • SPM Technology
    • SPM Metrics

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