What is sales performance management?

Sales performance management (SPM) is a set of processes and tools used by businesses to automate sales administration operations, such as territory coverage, quota assignments, and incentive compensation management. These automated products accelerate business outcomes by increasing the effectiveness, trust, and motivation of direct and indirect sellers.

How can HR play a strategic role in sales performance management?

A sales force that's motivated and productive is a win-win situation for both talent management and operational efficiency. With SAP SuccessFactors HCM, you can go beyond traditional human capital management to deliver experiences that keep everyone—including your sales teams—fully engaged and aligned with business goals. And, with a total compensation approach, you can motivate employees, increase organisational trust and transparency, and improve business outcomes.

What is incentive compensation management?

Incentive compensation management (ICM) is the process of designing, implementing, and administering compensation plans that incentivise sales teams toward profitable behaviours and revenue growth.

SAP SuccessFactors | Sales Performance Management

Improve business outcomes with sales performance management products

Boost sales with impactful incentive compensation

Accelerate business outcomes with better planning and insights while reducing costly payment errors and time-consuming disputes.

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Create exceptional experiences for sellers at scale

Build seller trust and motivation by giving your sales team real-time access to personalised dashboards and recommendations.

Plan more intelligently with data and insights

Improve business results by aligning your sales priorities and business strategy at every step.

Access a comprehensive and flexible solution set

Adjust sales territories and incentive plans quickly and smoothly with intuitive tools.

Explore sales performance management capabilities

Drive revenue growth, align sales behaviours, and boost performance with intelligent planning, impactful incentive management, and real-time insights.

Comprehensive incentive compensation management
Quickly model and deploy complex incentive plans using intuitive tools and templates.

Real-time payment and performance insights
Access instant performance metrics and payment data to drive informed decision-making.

AI recommendations and plan optimisation
Utilise AI recommendations to enhance plan effectiveness and maximise ROI.

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See how customers are succeeding with SAP

Quickly scaling operations and elevating performance

Discover how Heartland Dental manages compensation and bonus plans to adapt fast and set up practices for rapid growth.

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Supporting multiple incentives for 20,000 associates

Find out how PetSmart is improving the commissions experience and achieving desired business results.

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Winning seller experiences in the cloud

Explore how VMware improved the employee experience by migrating total compensation management to the cloud.

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Browse more customer stories

See what analysts are saying about SAP

IDC named SAP a Leader in 2025 sales performance management

Learn why SAP was recognised in the 2025 IDC MarketScape assessment for worldwide sales performance management.

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Unlocking sales performance excellence

Learn how organisations can empower their teams with the tools to create effective sales experiences and establish performance excellence.

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Resources

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Frequently asked questions

: Sales performance management (SPM) is a set of processes and tools used by businesses to automate sales administration operations, such as territory coverage, quota assignments, and incentive compensation management. These automated products accelerate business outcomes by increasing the effectiveness, trust, and motivation of direct and indirect sellers.
: A sales force that's motivated and productive is a win-win situation for both talent management and operational efficiency. With SAP SuccessFactors HCM, you can go beyond traditional human capital management to deliver experiences that keep everyone—including your sales teams—fully engaged and aligned with business goals. And, with a total compensation approach, you can motivate employees, increase organisational trust and transparency, and improve business outcomes.
: Incentive compensation management (ICM) is the process of designing, implementing, and administering compensation plans that incentivise sales teams toward profitable behaviours and revenue growth.

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Sales performance management