Sales performance management (SPM) platforms align sales teams with company revenue goals by monitoring, analyzing, and optimizing performance at an individual and team level. SPM tools provide interactive dashboards that display key performance indicators (KPI) such as quotas, revenue forecasts, and pipeline health, giving managers visibility into their sales teams' earnings and progress. With these insights, sales managers can identify opportunities to invest in coaching, training, and skills development to improve sales rep performance and ultimately drive revenue growth for the business.
SPM tools are often equipped with sales gamification features like public dashboards and leaderboards to reward top-selling sales reps while incentivizing others. Leaders can use the metrics provided to train and coach sales reps who are onboarding or need improvement. Many SPM solutions will also offer sales coaching and sales training and onboarding tools, making best practices visible and accessible to the entire team.
In addition, SPM products can integrate with customer relationship management (CRM) software, sales analytics software, and revenue operations and intelligence (RO&I) software to centralize customer and sales data and provide deeper insights into team performance and revenue outcomes. These products also frequently integrate with sales compensation software to correlate individual performance with compensation.
To qualify for inclusion in the Sales Performance Management (SPM) category, a product must:
Manage and record sales performance at both the team and individual level
Provide dashboards that track KPIs such as quotas, revenue forecasts, earnings, pipeline health, etc.
Monitor sales progress against individual and team goals and provide tools for course correction
Generate performance reports that identify successes and failures
