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Sales performance management (SPM) refers to the automation and unification of sales processes. Designed to improve operational success, SPM informs quota achievement outcomes by combining quota management and planning with gamification and analytics.
Sales performance management utilizes machine learning technologies to collect and analyze data that contact centers can use to maximize revenue opportunities. Aligning individual sales goals with a businesses’ overall strategy, SPM combines reporting and analytics with objectives management in three key areas:
- Quota management: Set individual, achievable goals based on the overall revenue potential of a territory
- Territory management: Create territories based on geography, business units or other custom factors
- Incentive compensation: Calculate variable incentive targets leveraged with customer data and forecast potential compensation scenarios
Sales performance management reinforces contact center data by providing a streamlined sales process and insight into the factors affecting performance outcomes and incentives.