Sales Performance Management Software

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Sales Performance Management Software: Overview

Sales Performance Management (SPM) is the process of managing the performance of your sales team, aligning their goals with the objectives of the company, and improving client satisfaction. This is where Sales Performance Management software comes in – it helps automate this process, making it much simpler and more efficient. In this article, we will go over who uses the software, benefits of the software, features of the software, and finally, 5 examples of relevant software products.

Who uses the software?

Sales Performance Management software can be used by almost any business, big or small. Sales managers, HR managers, and executives, primarily use the software. The key objective of using SPM software is to improve sales team performance by streamlining data handling and providing pictorial representations, thereby enhancing teamwork, communication, and consumer retention.

Benefits of the software

There are numerous benefits of incorporating SPM software into your business, such as automation of the entire sales process, easy access to data and metrics, efficient accountability of sales team members, timely consumer assistance, reduced costs, and better sales forecasting.

By automating your sales process, you can avoid errors and save valuable time and expenses, streamline your workflows, and reach your goals much more efficiently. Sales Performance Management software can also help in analyzing the strengths and weaknesses of each team member, allowing you to provide personalized training, feedback, and recognition which can boost morale and performance and ultimately contribute to the growth of your business.

Features of the software

Sales Performance Management software typically has a variety of features, including but not limited to, goal and target tracking, sales territory management, performance analysis, forecasting, compensation tracking, and more. With these features, managers can easily assign tasks to specific teams, monitor their progress, track their performance, analyze valuable data patterns and trends, and make better business decisions.

Goal and target tracking is an essential aspect of SPM that allows team leaders to set and track their team goals, ensuring that they are aligned with the objectives of the company. Sales territory management is where the sales leader can determine the areas of their business with the highest potential, and assign sales reps to focus their efforts on those markets based on their skills and experiences.

Performance analysis involves the collection of data used to determine the contribution of individual team members to the sales process. With performance analysis, sales leaders can quickly identify areas of strength and weakness of each team member, thereby providing relevant training and motivation.

5 Examples of Relevant Software Products

1. Xactly ( Xactly software simplifies compensation management by automating administrative activities, including plan design to payouts. Its dashboard and data analytics tools equip its users to track performance and adjust compensation plans.
2. CallidusCloud ( Callidus Cloud software provides in-depth analytics and a personalized acknowledgment system. Its unique feature of providing data on deal and opportunity optimization makes the software an appealing choice for sales managers.
3. Varicent ( Varicent’s software offers advanced territory management during the sales process. With the additional integration with their own Business Intelligence tool, their software helps sales leaders identify areas requiring improvement and determining the ROI of their compensation packages.
4. Oracle Sales Performance Management Cloud ( The Oracle Sales Performance Management Cloud offers the most comprehensive sales performance management suite with key features of Analytics, customer, sales and territory management.
5. Optymyze ( Optymyze software provides analytics that enable custom compensation plans and setting incentive rewards for team performance. Its further feature of addressing sales quotas and budget implementation through dashboards makes it stand out in the market.

Drawbacks and Limitations of the software

The critical drawback of using Sales Performance Management software is that it can be expensive compared to traditional spreadsheets or manual tracking methods. Also, the adoption of new software can be difficult, and the learning curve can be challenging. Data management through SPM software requires a strong understanding of data importing, formatting, and managing procedures. However, the benefits of using SPM far outweigh the cons, making it a popular choice among sales managers and company executives alike.


Sales Performance Management software is an essential tool for businesses to automate their sales processes, track performance, analyze data, maintain accountability and boost the morale of their sales team. With the right software, sales managers can make informed decisions that lead to greater success, better performance and increased profitability. It can be a substantial investment, but it is a smart investment for any company looking to improve their sales processes.