It’s Time to Redefine Sales Performance Management (SPM)

Aug 18, 2020
2 min read
In today’s turbulent markets, selling has changed. Discover why Xactly is redefining and expanding Sales Performance Management (SPM) to help enterprises drive their growth imperatives, make informed decisions, and increase revenue.

It’s clear that change has become the norm in today’s world. Each disruption has impacted us all differently. At Xactly, we often refer to it as everyone navigating the same storm in different boats. The same is true for businesses—but not everyone is struggling to recover right now. 

According to McKinsey & Company, “it’s not enough to capture revenue; it has to happen quickly,” and already, the research firm is seeing, “first movers reap significant rewards.” The enterprises that are able to adapt and act quickly are seeing better results today and over the long run. 

And it’s not just a matter of acting quickly. For executives, the stakes are only getting higher. Forrester reports that 79% of enterprise leaders face more pressure than ever to deliver on high growth targets. That means they need to make real-time course corrections to sales plans—something 80% of executives agree is vital.

To survive in today’s turbulent markets, you have to adapt just as quickly as change arises, but to be truly agile, you need the right tools and processes. That’s why Sales Performance Management (SPM) is critical, and it’s why we are on a mission to redefine the industry by helping our customers achieve extraordinary results amidst unprecedented challenges.


Forrester Research: The New Sales Imperative

Sales Performance Management is Fundamental

Sales Performance Management evolved from Incentive Compensation Management (ICM) to help sales leaders gain a more holistic understanding of how to use data to plan, incentivize, and drive behaviors to improve revenue and accelerate growth. 

Today, SPM technology makes enterprise agility possible in a rapidly-changing landscape. It’s something we’ve been doing for 15 years at Xactly. We were born in the cloud and made for enterprise-scale, with unmatched data capabilities. We are partnered with customers in over 130 countries worldwide to solve their biggest sales hurdles, with more than 70% of our customer base operating multi-nationally. 

Since the start of the pandemic, our customers have been coming to us as a trusted partner to help them navigate through an increasingly uncertain and rapidly changing selling environment. And our experts have been helping them simplify complexity and drive growth with greater efficiency. Here is what one user, with more than 17,000 employees worldwide, had to say: 

“Flowserve is a heavy iron industrial company, so it takes us a long time to turn the boat. We’ve got to get more agile and more nimble in our decision-making processes. Xactly has helped us travel that path and inform our choices as a true partner.” - David Lowe, Global Director of Sales at Flowserve.

Redefining the SPM Industry

Today, selling has changed dramatically. Traditional strategies and tactics to drive growth are not as effective as they used to be, and we at Xactly have learned over the last 15 years that the worst thing any business can do is remain complacent during moments of disruption. Harvard Business Review says it well, “failure to align your planning velocity to the market only hurts your ability to reach increasingly higher growth targets. The companies that do achieve 20% higher gross margin.”

That’s why we’re unveiling a new mission for the future of the SPM industry to help enterprises reduce risk, proactively respond to change, and improve resilience as they navigate the economic uncertainty ahead. From day one, we have been focused on supporting our customers in their quest for sales excellence—it’s what we do day in and day out. In the coming weeks, we’ll be releasing some exciting new solutions and services to further empower our customers to not only navigate disruption but accelerate through it.

You can learn more about how SPM helps you harness real-time insights to inform smart decision-making in our webinar with Xactly CSO Jamie Anderson and Forrester Principal Analyst Mary Shea, “Forrester Research: The New Sales Imperative.

  • Sales Performance Management
Karrie Lucero
Karrie Lucero
Creative Strategist

Karrie Lucero is a Creative Strategist at Xactly Corp. She earned Journalism and Marketing degrees from New Mexico State University and has experience in the tech and SaaS industries, content strategy and creation, video production, and brand storytelling.

Arnab Mishra
Arnab Mishra
Chief Product Officer

Arnab Mishra is a seasoned cloud software executive with an extensive history in leading and collaborating with all departments to execute product strategy initiatives.