Definition

sales performance management (SPM)

Contributor(s): Bianca Rawson

Sales performance management (SPM) is the practice of monitoring and guiding personnel to improve their ability to sell products or services. 

Software programs are available to enhance the sales performance management process. These applications typically streamline various activities in the corporate performance management process and encourage behavior that drives sales.

A key objective of the sales performance management process is to educate and motivate salespeople to set goals and satisfy customers. SPM software typically includes components  for goal setting and planning, feedback, skill development and performance review. SPM software can also be used to track information about such things as sales quotas, territories, incentive compensation, job evaluation and forecasting. 

This was last updated in September 2013

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