SPM

Guide your company in achieving all sales objectives.

Sales Performance Management (SPM) is a strategic framework that encompasses a set of operational and analytical functions aimed at monitoring, evaluating, and optimizing the efficiency of sales teams.

Core capabilities of SPM include process automation, management of variable compensation such as commissions, bonuses, and incentive compensation management (ICM), territory management (TM), and goal and quota management (QM).

SPM solutions can be directly integrated with data warehouses and systems such as CRM, HCM, or Salesforce, enabling real-time tracking of sales performance.

Additional capabilities may include advanced analytics, natural language processing, gamification, and elements of artificial intelligence, all contributing to increased revenue, competitiveness, and achievement of organizational goals.

Key Elements of the SPM System:

Sales Planning

Based on historical data, market analysis, competition, sales potential, production capabilities, and other factors, plan sales to achieve above-average results and reward your employees accordingly.

Territory & Quota
Management

Continuously improve your sales approach with defined KPIs. To maximize sales turnover, identify the most appropriate targets and operational areas for each salesperson.

Incentive Compensation
Management (ICM)

Develop incentive plans that best reflect your company's sales goals without succumbing to restrictions. Tailor the compensation system to the sales model and modify it in response to market or internal changes.

Our Partners

We implement modern solutions from recognized and established technology partners.

Sample Benefits of Implementing an SPM System:

click on the bullet point to expand

Increased Employee Motivation and Engagement

Daily insights into individual sales performance enhance trust in the compensation system. Salespersons can continuously view their sales data, goal achievement, and projected earnings, providing an additional source of motivation and increasing engagement.

Improved Sales Efficiency

SPM allows for the monitoring and analysis of each team member’s performance. This facilitates the identification of areas for improvement and adjustment of sales strategies, leading to enhanced overall team efficiency. Bonuses and rewards are granted based on performance, further boosting employee involvement in achieving targets and improving sales productivity.

Reduced Payment Processing Time for Sales Personnel

Consolidating all data within a single system and automating administrative tasks related to calculating bonuses and commissions shortens the time needed to calculate final amounts, enabling faster compensation disbursement.

Fewer Dispute

Access to detailed reports allows sales personnel to better understand compensation rules, thus reducing the number of inquiries typically received by compensation teams.

Transparency

Enhanced visibility and insights into daily automated system calculations empower sales leaders and managers to better understand which salespeople perform well and which do not, allowing them to respond proactively and provide appropriate support.

Improved Calculation Accuracy

Eliminating manual calculations reduces human error, increasing confidence in the compensation calculation process and eliminating the need for additional verification.

Compliance Tracking and Regulation Adherence

The SPM system can assist in ensuring compliance with compensation regulations and improving auditability, particularly in industries subject to strict oversight such as banking, finance, and healthcare.

We have been implementing Sales Performance Management solutions for years.

We can assist with:

Choosing the right SPM software

Optimizing processes and compensation plans

Deployment of SPM solutions

Change management

Visualization of results

Maintenance and development

Why Partner with a Specialist
in Sales Performance Management Solutions?

The number of compensation systems for sales representatives is as diverse as the organizations themselves. It involves not just the critical decision of whether to base these systems on commission or bonuses, but also the methodology used to calculate these two components. What connects them all is a fundamental principle: to be motivating and effectively drive increases in sales, the entire system must be clear and well-communicated.

With years of experience in implementing Sales Performance Management (SPM) systems across various market sectors, we have the expertise to tailor tools and solutions that meet the specific needs of your organization. Our team of specialists is equipped to address challenges related to planning, budgeting, commission and bonus calculation, and presenting these in a clear and appealing manner for system users.

Let’s discuss how we can implement SPM in your company.

Ola Wojdyła

SPM Solutions Architect