Gartner Research

Use Advanced Analytics Techniques to Increase Sales Performance Management Effectiveness

Published: 03 May 2017

ID: G00322927

Analyst(s): Melissa Hilbert , Melissa Davis

Summary

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

Introduction

Analysis

  • 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

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