Improve Sales Performance

IBM Sales Performance Management (SPM) provides tools and information for your sales reps - ensuring accuracy and efficiency. Managers and administrators can take control of their operations, eliminate surprises and make better strategic choices for their variable incentive programs.

Solutions

With performance management software designed for sales you can better align resources, drive operational efficiency and improve agility to support your organization’s growth objectives.

ICM Dashbaord; Compensation management; paying people properly and accurately; sales rep on the road looking at his compensation dashboard; etc.
ICM Dashbaord; Compensation management; paying people properly and accurately; sales rep on the road looking at his compensation dashboard; etc.

IBM Incentive Compensation Management

Leading companies choose IBM's highly flexible and scalable Incentive Compensation Management solution to automate incentive calculations and provide online compensation statements and reporting for employees. A leader in the Gartner Magic Quadrant, this solution drives the right employee behavior aligned to corporate goals.

Additional Solution Features

  • Reports, dashboards, analytics and modeling
  • Automated processes, scheduling and task management
  • Workflow management and audit tracking
  • Automated processes, scheduling and task management
Management of sales territories; geography/map; sales team aligned to regions; etc.

Territories and Quotas

Use IBM's solution to define and manage territories and crediting supported by geography, products or other criteria based on your sales coverage model. Leverage flexible, collaborative workflow processes for quota management.

Additional Solution Features

  • An intuitive, simple interface with wizards and drag-and-drop features
  • Flexible, collaborative workflow processes
  • Reports and dashboards for process management, auditing, territory coverage gaps, territory effectiveness, quota management, and underutilized crediting rules
Management of sales territories; geography/map; sales team aligned to regions; etc.
Analytics focused; data-driven decisions; accurate data for accurate decision making; image of ICM in Watson Analytics; etc.

Analytics and Optimization for SPM

Compensation management and sales coverage models need to evolve as market conditions and business requirements change. IBM's Sales Performance Management portfolio provides analytics and optimization tools that allow you to make better strategic choices.

Additional Solution Features

  • Scenario modeling to understand the impact of proposed plan changes before they are enacted
  • Reporting and analytics to track and monitor individual and team performance
  • Advanced analytics and data visualization solutions to uncover hidden insights in your incentive plans and sales activities
Image of PLCM dashbaord; Insurance related, people management realted (e.g. onboarding insurance agents and agencies).

Producer Lifecycle and Credential Management

This single platform solution enables insurance organizations to automate and streamline processes associated with producer and agency administration, from onboarding new agents to validating credentials and relationship termination.

Additional Solution Features

  • Out-of-box integration with regulators (NIPR, FINRA and DTCC)
  • Streamlined processes resulting in operational efficiencies
  • Consolidation of producer administration and credential processes on a single platform
  • End-to-end solution seamlessly integrated with IBM Incentive Compensation Management
Image of PLCM dashbaord; Insurance related, people management realted (e.g. onboarding insurance agents and agencies).
Get started with a IBM Sales Performance Management

Need Help Getting Started?

This interactive product tour lets you explore IBM's Incentive Compensation Management solution through the eyes of a sales representative, a sales manager and a compensation administrator.

Resources

Gartner Magic Quadrant for SPM

The 2016 Magic Quadrant for SPM evaluates 13 key vendors with SPM product suites. Learn why IBM is named the leader for completeness of vision.

Top Considerations for Implementing Sales Performance Management

Successful implementation requires good communication, committed leadership and a shared articulation of goals.

SPM for Dummies eBook

Read this book to understand the importance of SPM, key components of an SPM system, and the guidelines to evaluate the best SPM solutions that fit your organization’s needs.

Customer success stories

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