Sales Performance Management (SPM)

SPM is about tracking and improving sales team performance. It involves setting goals, measuring results, and motivating reps. In B2B sales, where deals can be complex, good SPM is essential.

SPM often includes managing sales compensation plans. This ensures reps are rewarded for the right behaviors and results. It might also involve setting and tracking key performance indicators (KPIs).

Training and coaching are key parts of SPM. This helps reps improve their skills and adapt to market changes. Many companies use SPM software to help with these tasks.

Effective SPM can lead to higher sales productivity and better results. It helps align individual performance with company goals. In B2B sales, where each deal can have a big impact, good SPM can significantly boost revenue.