The recent trends in SPM naturally reflect the changes that have occurred in sales organizations.  Think about what your organization has gone through:  


  • Data has become increasingly important, and information availability a necessity. 


  • Sales is becoming a more integrated part of the entire business.


  • Sales practices continue to evolve and add “science” to the “art.”



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So what does this mean for SPM in 2012 and beyond?


Data availability continues to be a key for SPM going forward:  The heart and soul of SPM will always be getting information to the parties who need it.  Of course, both the parties involved and the data needed will continue to expand.  Systems are available all around organizations at this point that involve some level of data.  Compensation management may have been one of the initial systems that data was required for, but now CRM, BI, HR systems and more can be involved.  Essentially, SPM is moving towards a fully integrated information system, where data gets wherever it needs to go.


SPM’s usefulness goes beyond the sales organization:  As sales continues its progression from mostly “art” to “art + science”, other parts of the organization will want (as they should) influence and visibility.  Sales still runs its show, but the input of experts from finance or other departments can help bring up that bottom line through use of the data.  SPM is about enabling your sales force, but external help can give you some additional firepower in your analysis and strategy.


As sales practices become more refined, so do the tools:  Sales organizations are improving by leaps and bounds and the market has not missed this.  Think of all the great tools that have been developed over the last few years…  It’s just going to continue.  Companies are looking for solutions ranging from traditional databases to cloud solutions to mobile apps.  This means that you will have excellent options available that may not have been present just months ago.  This also means that there is additional room to be confused by what is best, chase after things you don’t need, and wish for what you don’t have.


Increasing complexity, external involvement, and more choices to make may sound daunting, and they are.  However, it also means more room for vast improvement, more advanced knowledge, and continuing opportunities.  Stay on top of Sales Performance Management trends and needs in the near future and you could see excellent payoffs. Also, read our SPM Whitepaper on best practices for creating a winning sales culture.


Looking for ways to drive improvement in your salesforce?  Give the following compimentary e-book a read to discover some effective practices:



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