A Guide to SPM Success: Keys for Selecting Sales Performance Management (SPM) Solutions

The sales performance management (SPM) and enterprisewide Incentive Compensation Management (ICM) markets are rapidly evolving. In the not-too-distance past, ICM was a solution unto itself -- software, with some processes, designed primarily to administer and maintain sales commissions. Today, companies are not only looking for ICM capabilities, but are also embracing complete SPM for several reasons including:

• Companies want to both automate, report and analyze variable sales compensation and expand and enhance enterprisewide incentive compensation plans including MBO (Management by Objectives) programs, annual bonuses for all eligible employees and other variable pay plans.
• Companies realized the opportunity and value delivered by SPM and its other components -- sales territory management, quota and business metric planning, and advanced performance analytics.
• Leading organizations are looking to leverage SPM reporting and analytics for additional business insight and to properly motivate employees and business partners to make sure metrics align to drive key strategic initiatives of the company.

These SPM drivers add complexity to the choice of vendor.

This webcast will feature:

• Liz Herbert, senior analyst, Forrester Research, showcasing her recent research study: Best Practices for Sales Performance Management RFPs;
• Vivian Adashek, financial systems manager, Manpower, discussing Manpower's recent review, analysis and selection of an SPM solution; and
• Rod Radojevic, vice president of product marketing, Varicent, on SPM trends and business capabilities organizations are looking to obtain from SPM solutions.

Attendees will come away from the webcast with an understanding of the top factors they should consider when evaluating SPM solutions, key questions to ask of SPM vendors, and best practices and trends in SPM vendor selection.

All attendees will also receive a pre-release executive white paper summarizing SPM survey results.