> Varicent Software Incorporated > Initiatives to Optimize Your Sales Performance Management

Initiatives to Optimize Your Sales Performance Management

Varicent Software Incorporated
Published:  Dec 20, 2011
Length:  16 pages

What are the four stages? How do these four stages impact your business? How will this translate into your evaluation? What can you do to prepare for Sales Performance Management (SPM)?

Guidance is provided on how organizations implementing SPM solutions evolve through four stages of SPM maturity:

  • Process integrity    
  • Process Efficiencies
  • Business agility
  • Optimization of SPM practices

This model captures leading market characteristics and stages of innovation for the next three to five years in order to aid executives, managers and practitioners in planning SPM initiatives that best match corporate needs and capacities for implementing new technologies.

Tagsmichael dunne, former gartner analyst, sales performance management, incentive compensation, variable pay, spm, icm, sales compensation