Gartner Research

Use Advanced Analytics Techniques to Increase Sales Performance Management Effectiveness

Published: 03 May 2017

ID: G00322927

Analyst(s): Melissa Hilbert , Melissa Davis


Advanced analytics techniques that focus on SPM — including predictive, prescriptive, benchmarking and machine learning — are now available. Application leaders must choose the right combination of advanced and traditional analytics to boost efficiency, optimize performance and increase revenue.

Table Of Contents
  • Key Challenges



  • Optimize the SPM Process by Mastering Four Types of Analytics
  • Map Goals to Outcomes to Optimize Processes
  • Get Help to Get Started

Case Studies

  • Use of Diagnostic Techniques to Avoid Regulatory Issues in Audit Preparation
  • Use of Benchmark Data to Compare Plan Performance

Gartner Recommended Reading

©2021 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.