Sales Performance Management (SPM)

Sales Performance Management enables businesses to maximize the potential of a sales or other revenue generating organization while minimizing cost. Through efficient Incentive Compensation Management, Quota Planning, Territory Optimization and Performance Insights, businesses are enabled to significantly increase results. Effective SPM ensures that revenue generating individuals are aligned with corporate goals, highly motivated, properly incentivized, and paid accurately.

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Key SPM Terminology

Commission: A payment made to an individual as the result of a sale or renewal
Quota: The revenue goal for a period of time for a salesperson to sell for the business
Territory: The collection of accounts or geography that is assigned to a particular salesperson
Compensation Plan: An agreement outlining the commission payment terms for a salesperson. Typically also includes terms and conditions for a sale to qualify for commission.
Commission Rate: The percentage of sale or amount that will be paid for a given sale
Attainment: The calculated performance against a quota over a period of time
Accelerator: An increase in commission rate that is tied to set levels of attainment to quota
Ramp: Reduction or elimination of a quota for a newly hired sales representative that allows time for the individual to develop new business
Draw: A payment made to a newly hired individual that may come in the form of a bonus or a guaranteed commission payment for a period of time following the start of employment
Clawback: Clawback refers to any commissions or spiffs (see below) that have been given out, but are required to be returned due to special contractual circumstances
Spiff: An immediate bonus for a sale, or advancement of a sales opportunity. Typically, spiffs are paid, either by an employer or third party, directly to a salesperson for selling a specific product or service.

Recent SPM Case Studies

Featured image for “ATG, Xactly Help Q2 Transition to Purpose-Built Commissions Solution”

ATG, Xactly Help Q2 Transition to Purpose-Built Commissions Solution

Q2 Software provides electronic banking solutions. The company offers a platform for flexible deployment of electronic banking products and services…
Read More
Featured image for “Xactly Implementation Helps Fortune 100 Enterprise”

Xactly Implementation Helps Fortune 100 Enterprise

“We experienced improved stability and ease of use for our calculation tool. The previous system was homegrown, very unstable, and…
Read More

Sales Performance Management Components

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Quota Planning

Setting quotas too high creates unrealistic expectations in a sales team resulting in attrition. Setting quotas too low can cause commission expense to skyrocket. Strong quota planning processes lead to quotas that are set just right – attainable goals for sales reps that result in rewards for strong performance and achievement of company goals.

Quota Setting

  • Method to allocate the expected contribution towards revenue goals across territories.
  • Direction from management informs how territories are managed – how many sales reps needed, territories, time periods, etc. to make a target.
  • The process of setting the financial goal individual or team sellers must reach by the end of a specific time period by forecasting, allocating, adjusting, communicating, and managing sales activities and reps.

Quota Over Assignment

  • A strategy to proactively mitigate for employee churn, negative market forces, etc. where you assign > sales goal across a sales team.
  • When implemented poorly, where quotas are too difficult to achieve, can result in a demoralized sales force.
  • When implemented poorly, where quotas are too easy to achieve, will result in expensive compensation payment.

Top Down vs. Bottom Up

  • Methods to approach goal setting, budgeting, forecasting, or a range of other endeavors.
  • Top Down – Target determines Staffing Plan
  • Bottom-Up – Staffing Plan determines Target

Pipeline Analytics

Pipeline analytics are necessary to answer the question, "How or will a sales rep meet their quota?"

  • Pipeline Coverage (2x, 3x, etc.)
    18 month Deal Cycle Length vs. 12 month Pipeline
  • Deal Cycle Length
  • Historic Annual Churn Rate
  • Average Quota Attainment

Headcount / Workforce Planning

The continual process to align the needs and priorities of the organization with those of its workforce to meet legislative, regulatory, service, production requirements and organizational objectives.

Attrition Modeling

Planning for sales rep attrition, how to make up for a rep that is lost during the sales year both financially and w/ the customer relationship.

Benchmarking

  • Due to the enormous amount of cloud-based data available across thousands of businesses, data scientists have successfully anonymized data across industries to create accurate benchmarking. This new data can be used to help administrators and planners to make informed decisions around compensation, quota setting and even the appropriate number of components in a compensation plan.
  • In what industries is this really useful? Challenge the assumption that the average / what everybody else is doing is an input. Can Benchmarking weaken managers?

Territory Management

Territory Planning / Assignment is the process used to define equitable geographical sales territories, based on market factors and customer intelligence data, that enable a salesperson to meet their assigned quota. These are critical to any sales plan. SPM can take it even further by automation territory design based on opportunity and travel distance, minimizing travel time so that reps can spend more time selling. Identifying where territories do and do not give reps the opportunity to sell enough, or where you can sell X times more than you planned in an area because dollar for dollar if they overshoot they will sell more.

Compensation

Incentive Compensation Management (ICM) is the core of SPM. Ensuring that commissions are paid accurately and on-time, coupled with real-time visibility to calculations translate to higher employee satisfaction and retention. Finance, Account and Sales Operations gain from process standardization and automation, resulting in more time to analyze enhanced data and optimize planning.
IN OUR OWN WORDS

Sales operation decisions fuel the sales engine and drive company growth. Therefore, it is critical to lay a strong foundation in technology and best practices. So many companies automate incentive compensation and stop there. But ICM has become table stakes in effective revenue operations. To truly maximize potential and gain a competitive edge, strategic operational technology must be leveraged across the Sales Performance Management ecosystem."

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Kendra Hannon
Director, SPM Practice Lead
at ATG Cognizant

Who Benefits from SPM?

Sales Leadership

Benefits include increased visibility to calculation of commission payments, transparency and reporting, business insights and performance monitoring, analytics and reporting

Sales Reps

Adoption of SPM typically takes sales representatives from a monthly spreadsheet-based statement via email to on-demand summaries of commissions and performance to quota, all with significantly higher accuracy

Financial/Sales Ops

Finance and Sales Operations team see major gains in monthly close cycles through the automation of commission processing and a reduction in errors from manual processes. The real-time information flow means that disputes are resolved far in advance of a close process, rather than days of stress after distributing monthly spreadsheet statements.

Human Resources

Visibility into the compensation process assists in faster issue resolution, business insight and performance reporting

Accounting

Spreadsheets are replaced with a widely accepted system-of-record for variable compensation. Auditing capability is greatly increased.

Customers

When an organization's Sales Reps, Account Managers, and Customer Care teams are aligned with compensation appropriately this positively impacts the overall customer experience

SPM Key Concepts

Territory Management

Commission calculation is the cornerstone of SPM. Rules-based calculation engines allow for one-time setup of compensation plans, decreasing processing time and eliminating errors. Most commission calculation engines can perform complex commission crediting, overlay, and user-maintainable rate calculation logic.

Plan Document Creation & Routing

Many SPM solutions provide detailed template and workflow functionality to automate the creation, distribution and acceptance of compensation plans. Based on existing configuration, plan documents can be auto-created and populated with quotas, rate calculations, and terms and conditions. Workflows distribute plan documents to sales managers and representatives for electronic approval, providing a straightforward way to approach plan acceptance and tracking.

Dispute Resolution

Line item detail on commission calculation means disputes can be submitted related to specific line items for resolution. Increased detail, communication and tracking lead to transparency and fast resolution of any issues.

Approval Workflows

Audit capability is greatly enhanced through workflows for payment approvals, compensation plan routing, and dispute resolution. Many solutions offer multi-level acceptance or rejection, routing issues or requests directly where they belong.

Reporting & Analytics

Centralized data and tied-in reporting platforms allow for aggregation and reporting that doesn’t require compiling multiple data sources into spreadsheets or BI tools. Reporting on sales and territory performance, cost of sales, accruals or payroll reports are all typically available in an SPM solution.

Performance

Automation of performance and ranking reports foster healthy competition and motivation within a sales team. In many SPM tools, rankings are refreshed on demand. Performance tracking is streamlined and providing new business insights, even which contributors are at most risk of attrition based on compiled empirical data.

Benchmarking

Due to the enormous amount of cloud-based data available across thousands of businesses, data scientists have successfully anonymized data across industries to create accurate benchmarking. This new data can be used to help administrators and planners to make informed decisions around compensation, quota setting and even the appropriate number of components in a compensation plan.

Territory Planning

Creating equitable territories and makeups that enable a salesperson to meet their assigned quota are critical to any sales plan. SPM can take it even further by automation territory design based on opportunity and travel distance, minimizing travel time so that reps can spend more time selling.
IN OUR OWN WORDS

Moving from archaic spreadsheets and endless manual processes into an integrated platform solution puts any business on the cutting edge. Real-time, accurate calculations for sales reps provide new transparency that influence selling behavior. The complex and arduous process of compensation administration and planning becomes highly simplified and automated. Incorporated reporting and analytics create new visibility into the business. Everybody wins."

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Gracie Sanford
Director of Strategic Alliances
at ATG Cognizant

People, Process, and Technology of SPM

People

Sales Performance Management (SPM) is typically the domain of a company's sales organization, although, depending on the type of products or services offered, SPM may originate with either the Product or Operations group.

In most organizations, the Finance org is also heavily involved, while company's that are tightly-aligned to a common set of KPIs would also have Customer Success, Customer Service, and perhaps Marketing in the mix. And, as with all ecosystem domains, the folks from I.T. have their fingers in the pie as well.

Sales

Product

Operations

Customer Service

Customer Success

FINANCE

FINANCE - Billing

I.T.

Process

ATG maintains a set of 100 key business processes to support the management of customers and revenue for businesses. Forty-three of these processes originate or are impacted by the SPM function, with the majority of those being performed within the Sales Organization. Below are the key processes that are touched in SPM, categorized by the organizational unit that owns the process:

SALES

Attrition Modeling

Method of mitigating financial risks and risks to achieving the organization's sales quota by modeling the expected attrition by sales reps' throughout the sales year.

SALES

Commission Calculation

Rules-based calculation engines allow for one-time setup of compensation plans, decreasing processing time and eliminating errors.

SALES

Compensation Plan Administration

The administrative aspect of managing compensation plans for a sales organization.

SALES

Compensation Plan Documentation Routing & Acceptance

The template and workflow functionality to automate the creation, distribution and acceptance of compensation plans. Based on existing configuration, plan documents can be auto-created and populated with quotas, rate calculations, and terms and conditions. Workflows distribute plan documents to sales managers and representatives for electronic approval, providing a straightforward way to approach plan acceptance and tracking.

SALES

External/Partner Transaction Management

Management and integration of any of third-party resellers/partner, or large enterprise customer, transactions that including selling, billing & collections, and account management.

SALES

Quota Setting

Process to allocate the expected contribution towards revenue goals across territories.

SALES

Quote - Product / Service Discount

Configuration of product and service discounts relating to certain criteria (e.g. volume discounts, geography, trying to win the deal, etc.).

SALES

Quote - Product / Service Pricing

Configuration of features and attributes of products and services prior to a sale. Typical in a custom solution environment.

SALES

Sales Credit Assignment

The process of identifying deal ownership and assigning credit or split credit accordingly.

SALES

Sales Credit Rollup / Rollover

How an organization assigns sales credit appropriately to multiple parties for commission payout based on hierarchy or reporting structure (rollup) or horizontally as a deal influencer (rollover).

SALES

Territory Planning

Defining equitable geographical sales territories, based on market factors and customer intelligence data, that enable a salesperson to meet their assigned quota.

SALES / FINANCE

Sales Reporting

Collecting and analyzing data to inform on key sales and company performance metrics, including revenue and cost analyses, individual and team performance, employee churn, and sales to business model alignment.

SALES / FINANCE

Payroll Output

The process by which commissions are finalized for payment in a period; this includes data and calculation validation by the Sales department, as well as approvals and issuance of payment by the Finance or Accounting department.

SALES / FINANCE - BILLING

Clawback Processing

Executing the payment back of any commissions or spiffs that were paid out but required to be returned due to cancellation or special contractual circumstances.

SALES / FINANCE - BILLING

Commission Dispute Resolution

Submitting a commission calculation or ownership for review and resolution under the premise it is incorrect.

SALES / CUSTOMER SERVICE

Renewal Processing

Methods used to renew a customer's services, may be manual or automated. This could apply to the renewal of maintenance and support for Perpetual products, or renewal of a subscription term for Cloud products.

PRODUCT

Bundled Product Introduction Process

Configuring and introduction of a bundled product or service to the product catalog and supporting systems. Includes definition of product/bundle attributes, pricing rules (usage, recurring, non-recurring), discounts rules, product/service lifecycle, revenue recognition, and reporting attributes.

PRODUCT

New Pricing Introduction - Existing Construct

This process is for creation of a new pricing rate for an existing construct. For example, creation of a $24.95/mo. plan for a geography that previously had been at $27.95/mo.

PRODUCT

New Pricing Introduction - New Construct

This process is for creation of a new pricing construct for an existing product or service. For example, creation of a monthly subscription where previously there had only been annual.

PRODUCT

New Product Introduction Process

Introduction of a new product or service to the Product Catalog and supporting quoting, ordering, contracting, provisioning, ticketing, invoicing, payment, usage, and revenue recognition systems. Includes definition of product attributes, pricing rules(usage, recurring, non-recurring), discounts rules, product/service lifecycle, revenue recognition, reporting attributes, and bundling concepts.

PRODUCT

New Product Introduction Process - Mobile

Configure attributes and introduce new products and services, with specific focus on making the product available on mobile devices.

PRODUCT

Promotion & Discount Introduction

The configuration of standard, pre-defined promotions and discounts of products or services.

OPERATIONS

Proactive Customer Notification - Operations Focus (CC Expiry, Payment Received Notification)

A proactive approach to notify customers of pertinent payment information, particularly keeping Credit Cards current to limit number and impact of reject processing.

OPERATIONS

Service Provisioning / Activation

The process of activating or de-activating a service or product for a particular customer.

I.T.

Cross-Training of Monetization Ecosystem Components

Process for training organizational resources

I.T.

Data Stewardship Across Monetization Ecosystem

Process of assigning ownership and sources of truth for data within the organization.

I.T.

Maintenance & Oversight of Monetization Ecosystem

Process around assuring that all touchpoints and connections in the ecosystem are optimized and working to their full potential.

I.T.

Monitoring & Testing of Vendor Functional Releases

As ecosystem components release updates and patches, each is checked and tested to confirm all systems are working together as required by the business' requirements.

I.T.

Security Oversight of Monetization Ecosystem

Process for maintaining and controlling access and permission to ecosystem components.

I.T.

Vendor Management of the Monetization Ecosystem

Management of ecosystem component vendors including proactive communication of changes and general relationship nurturing.

FINANCE - BILLING

Credit Card Processing

Methods to receive credit card payments including authorization, payment gateway, processing, interchange, and credit card success/failures.

FINANCE - BILLING

Invoice Finishing & Delivery

Typically, billing engines produce raw invoice or statement data. Often, external applications are used to package this data for presentation on a paper invoice, electronic distribution, or alternate media. Most billing engines have rudimentary invoice presentation capability.

FINANCE - BILLING

Payment Processing

The steps taken to process different payment methods from customers.

FINANCE - BILLING

SOX/Regulatory Compliance

The ability to provide proof of internal controls to prevent fraud and material misstatements.

FINANCE - BILLING

System Auditability

Provides assurance that source system data is accurate, and a paper trail exists from a transaction to financial statements.

FINANCE

Collections / Treatment Processing

For net terms customers, the ability to pro-actively manage a process to collect money from customers who have fallen behind in the periodic billing. These are processes specifically designed to keep customers, that for one reason or another have balances in 30-60, 60-90, etc., day buckets.

FINANCE

Commissions Processing, Referral Fees, and Clawbacks

The process of tracking sales commissions, referral fees paid to partners, and sales rewards programs.

FINANCE

Currency Conversion

The point within a multinational company's sales cycle where currency is converted. This conversion may occur at the transaction or during the commissioning process, and must be carefully monitored to ensure accurate conversion rate and payment amount, and to enable standardized reporting.

CUSTOMER SERVICE

Cross-Sell Processing - Ongoing

A central method for increasing Average Revenue Per User (ARPU) and is the process of selling additional product(s) or service(s) to a customer during the customers' entire lifetime with your company. This process is separate from Cross-sell Processing - Initial order.

CUSTOMER SERVICE

Proactive Customer Notification - Success Focus (Recommendations, Advice of Charge, Overage Notifications)

Exceeding customer expectations by using data and triggers to notify them of an opportunity or looming risk.

CUSTOMER SERVICE

Up-Sell Processing - Ongoing

A central method for increasing Average Revenue Per User (ARPU) and is the process of moving a customer to a better or higher version of a product or service throughout their lifetime with your company. This process is separate from Up-Sell Processing - Initial Order.

CUSTOMER SUCCESS

Retention / Churn Monitoring

The process of monitoring customer turnover.

ALL

Daily, Periodic, or Ad Hoc Reporting (ETL, Report, Dashboard)

Movement of data between domains to create a single source of truth for reporting and dashboarding. Includes key metrics such as revenue analytics and other KPIs

Technology
Incentive Compensation Management (ICM) is the core of SPM. Ensuring that commissions are paid accurately and on-time, coupled with real-time visibility to calculations translate to higher employee satisfaction and retention. Finance, Account and Sales Operations gain from process standardization and automation, resulting in more time to analyze enhanced data and optimize planning.
IN OUR OWN WORDS

Month-end close is hard. Equitable quota and territory setting? That’s tricky too. And don’t forget about building/executing effective compensations plans; it’s basically an art. Our team of experts know the challenges that sales leaders, administrators, and reps face every day. Our combined expertise span industries, technologies, and stages of organizational growth. We work HARD to bring our customers goals to life, using best-in-class practices and processes."

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Hannah Sackett
Xactly Practice Lead
at ATG Cognizant

Key SPM Vendors

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ESSENTIALS

Founded: 2005
HQ: San Jose, CA
Company Type: Privately Held
Website: www.xactlycorp.com
Delivery Method: Cloud

OVERVIEW

Xactly Corporation develops cloud-based, enterprise-class incentive compensation solutions that enable employers to design and automate compensation plans which align employee incentives with business goals.  

 The Company’s SaaS solutions optimize sales performance, employee behavior, and strategic decision making while reducing risk and error rates in compensation calculations. Xactly is the first fully cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management markets. 

PRODUCT & SERVICES:

  • Sales Planning
  • AlignStar - Territory Management
  • Sales Resource Planning
  • Benchmarking
  • Incent - Incentive Compensation Calculations
  • SimplyComp - DIY incentive compensations
  • Commission Expense Accounting
  • Planning Performance
  • Connect - open API platform

TARGET MARKET

Xaclty target organizations in many industries of any size. 

CUSTOMERS

  • LinkedIn
  • SanDisk
  • Salesforce
  • Rosetta Stone
  • Workday
  • Honeywell
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ESSENTIALS

Founded: 2003
HQ: Toronto, Canada
Company Type: Public
Website:  www.varicent.com
Delivery Method: Cloud

OVERVIEW

Varicent Software is a global pioneer in Incentive Compensation and Sales Performance Management that delivers innovative, industry-leading solutions for finance, sales, human resources and IT departments in high-performing companies across industries. 

PRODUCT & SERVICES:

  • Reporting, dashboards, and analytics 
  • Composer and calculation engine 
  • Workflow routing and scheduling 
  • Integration with Watson Analytics

TARGET MARKET

Varicent target organizations in many industries of any size. 

CUSTOMERS

  • Siemens Healthineers
  • Louisiana-Pacific Corporation
  • Tektronix
  • Ferguson
  • Colt Technology Services
  • Zions Bancorporation
  • S. Bank
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ESSENTIALS

Founded: 2006
HQ: San Francisco, CA
Company Type: Publicly Held
Website: www.anaplan.com
Delivery Method: Cloud

OVERVIEW

Anaplan platform offers a leading scalable Sales Performance Management software that has an all-encompassing power of connected planning. Anaplan can help a business prepare for the unexpected, organize multiple moving parts, keep the business moving in unison, and maintain the necessary processes as company growth occurs. The forward driving architecture has the capability to achieve business goals through connected planning. 

PRODUCT & SERVICES:

  • Reporting, Dashboards, and Analytics
  • Operations Planning
  • Budgeting and Forecasting

TARGET MARKET

Anaplan targets organizations of many industries of any size.

CUSTOMERS

  • Carter's
  • DocuSign
  • Sonos
  • United
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ESSENTIALS

Founded: 2017
HQ: San Francisco, CA
Company Type: Publicly Held
Website: www.captivateiq.com
Delivery Method: Cloud

OVERVIEW

CaptivateIQ platform offers a software solution that offers data integrations, compensation management, Reporting tools, and Collaborations. The inclusivity of CaptivateIQ platform allows for easy connection to Salesforce, NetSuite, Snowflake, and more. CaptivateIQ has the ability design plans that push your teams to grow, create reports that enhance business decisions, as well as simplifying how your employees get work done and communicate. This commission platform streamlines commissions for every team, allowing for a completely automated process. 

PRODUCT & SERVICES:

  • Reporting, Dashboards, and Analytics
  • Sales Performance Management (SPM)

TARGET MARKET

CaptivateIQ targets many organizations of varying industries and size. 

CUSTOMERS

  • Envoy
  • Affirm
  • Udemy
  • Intercom
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ESSENTIALS

Founded: 2013
HQ: Chester, PA
Company Type: Privately Held
Website:www.optymyze.com
Delivery Method: Cloud

OVERVIEW

Optymyze platform combines cloud, analytics, and business process automation with a no code development. The enablement that no code offers is not limited to continuous integration, seamless deployment, multi scalability, end-to-end automation, multi-industry solutions, and overall process unification. Opymyze empowers growth, success, change, and to think bigger.  

PRODUCT & SERVICES:

  • Reporting, Dashboards, and Analytics
  • Sales Performance Management (SPM)
  • Development Process Automation
  • Workforce Performance Management
  • Business Process Automation

TARGET MARKET

Optymyze targets many organizations of varying industries and size. 

CUSTOMERS

  • McKesson
  • Office Depot
  • US Bank
  • Echo
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ESSENTIALS

Founded: 1977
HQ: Redwood City, CA
Company Type: Public 
Website: www.oracle.com
Delivery Method: Cloud

OVERVIEW

Oracle Sales Planning and Performance Management (SPM) offers a unified sales planning with smart view, predictive planning, and flexible modeling. Oracle’s platform allows businesses to use sales planning, quota management, territory management, incentive compensation, and Forecasting software to enable business success. Oracle SPM, when utilized, will help sales teams and operation staff to optimize incentive compensation, quota management, and territory management tools. This cloud-based software will allow for better planning with deeper insights.

PRODUCT & SERVICES:

  • Sales Performance Management (SPM)
  • Sales Planning Management
  • Quota Management
  • Territory Management
  • Incentive Compensation
  • Forecasting, Dashboards, and Analytics

TARGET MARKET

Oracle SPM targets organizations in any industry. 

CUSTOMERS

  • Liberty Mutual
  • Nasdaq
  • Vanguard
  • PayPal
  • Morgan Stanley
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ESSENTIALS

Founded: 2006
HQ: Irvine, CA
Company Type: Publicly Held
Website: www.performio.com
Delivery Method: Cloud

OVERVIEW

PerformioSalesPerformance Management (SPM) gives businesses the power to make confident informed decisions. The flexibility allows for a customizable plan design as well as a fully auditable commission processing system. Performio’s integration capabilities extend to Salesforce and NetSuite to make data management simple. The power of the data management and connection tools combined with powerful reporting unleashes an empowered sales team with capabilities to cut down on deal closure times with improved efficiency.

PRODUCT & SERVICES:

  • Sales Performance Management (SPM)
  • Reports, Dashboards, and Analytics
  • Sales Representative Portal
  • Financial Planning and Audit Logs

TARGET MARKET

Performio SPM targets organizations in many industries of varying sizes. 

CUSTOMERS

  • Vodafone
  • BrowserStack
  • Globalpayments
  • Ondeck
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ESSENTIALS

Founded: 1972
HQ: Newton Square, PA
Company Type: Public
Website: www.sap.com
Delivery Method: Cloud

OVERVIEW

SAP Sales Performance Management (SPM) has been utilized through the acquisition of CallidusCloud that has enhanced the SPM abilities of SAP. A comprehensive combination of commission management, territory management, and quota management has allowed for SAP to be a leading provider of SPM. With the right foundation, SAP Sales Performance Management can deliver accurate forecasts based on trends that will ensure business success. Companies running on SAP can expect to increase their sales, have comprehensive solutions, and a rounded sales performance management cloud-based platform. 

PRODUCT & SERVICES:

  • Sales Performance Management (SPM)
  • Commission Management
  • Territory Management
  • Quota Management

TARGET MARKET

SAP targets organizations in many industries, including, energy, financial, telecommunications, healthcare and high tech. Target organizations are typically small-to-medium enterprises. 

CUSTOMERS

  • Globenet
  • Adobe
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ESSENTIALS

Founded: 2018
HQ: Salt Lake City,  UT
Company Type: Privately Held
Website: www.spiff.com
Delivery Method: Cloud

OVERVIEW

Spiff Sales Performance Management (SPM)is a real-time dashboard that can create reports, give visibility into teams and plan, and help with quota management or attainment. In one all-encompassing system, representatives have the capabilities to connect all their commission systems for a seamless integration.Spiff utilizes a machine learning feature that cuts down errors and saves time so your systems are accurate, and your representatives can spend their time elsewhere. Their fast onboarding and AI supported solution will allow you to manage your business more efficiently with the help of incentives.

PRODUCT & SERVICES:

  • Sales Performance Management (SPM)
  • Sales Compensation
  • Team Management
  • Quota Management
  • Planning Management

TARGET MARKET

Spiff Sales Performance Management (SPM) targets many companies in many industries. 

CUSTOMERS

  • Lucid
  • Sendoso
  • Algolia
  • Workato
Downloadable Documents

ATG Sales Performance Management Practice

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ATG Xactly One-Page Fact Sheet

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ATG SPM Project Kickstart

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ATG Xactly Incent Health Check

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ATG Xactly Application Support

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