Gartner Research

Three Techniques for Creating and Managing an Effective Sales Performance Management RFP Process

Published: 12 October 2016

ID: G00315110

Analyst(s): Melissa Hilbert

Summary

SPM implementations take an average of nine months. To increase the odds of a successful implementation, IT leaders need to direct the RFP process and take three actions to avoid costly mistakes.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Define Business and Operational Success
  • Use Gartner's SPM High-Level RFP Template to Define a Prioritized List of Use Cases and Requirements
  • Evaluate Only a Select Subset of Vendors

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