Sales performance management (SPM) is a data-led process for planning, managing, and analyzing the performance of the sales function. According to Gartner, SPM “comprises tools and process functions that automate and unite back-office sales processes. It’s implemented to improve sales execution and operational efficiency.”
A robust SPM strategy can therefore help brands to increase revenue and enable long-term growth, particularly in markets where there are lots of competitors and alternatives to their products and services.
As a data-led process, SPM will typically leverage technology and software to empower sales teams to accelerate their digital transformation efforts and become more agile. This is achieved by facilitating collaboration, automating sales processes, and improving sales outcomes by providing real-time insights.