About This Constellation ShortList™
Sales performance management systems aim to improve the administrative aspects of successfully running a sales organization while streamlining the work environment and increasing the effectiveness of individual sellers. These tools consolidate various sources of information—both internal and external—into an integrated view of customers and accounts, highlighting important insights. They typically do so through a combination of account information from within the business and external data sources. Often these tools use artificial intelligence to process data and present it in context for sellers. This, along with analysis of seller actions and actual sales performance, forms the basis for prioritizing opportunities and recommending next actions.
Like other tools designed to facilitate the work of sales, sales performance management automates much of the data capture and activity logging for customer relationship management (CRM) systems. Most of these systems provide digital assistants that present contextually relevant account insights and input new actions or updates. This results in dramatically improved forecast accuracy as well as higher conversation rates, shorter sales cycles and increased revenue.
On a management level, sales performance management provides the opportunity to analyze and evaluate individual and team performance, improving the timing and details that can go into coaching. In many cases, these tools also tackle broader challenges of territory management and commission or compensation management.
Constellation considers the following criteria for these solutions:
- Consolidate account and customer insights from across internal data sources
- Incorporate external data sources for market context
- Leverage AI to process data
- Integration to CRM and other enterprise systems
- Automated activity capture across channels
- Digital assistant that supports text and voice interaction
- Mobile accessible
- Recommended actions in customer account context
- Data and performance-based coaching
- Territory management
- Commission/compensation management
The Constellation ShortList™
Constellation evaluates around 20 solutions categorized in this market. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share and internal research.
- Oracle Sales
- SAP Sales Cloud
Frequency of Evaluation
Each Constellation ShortList will be updated once per year. There could be an update after six months, should the analyst deem it necessary.
Constellation clients may work with the analyst and research team to conduct a more thorough discussion of this Constellation ShortList. Constellation can also provide guidance in vendor selection and contract negotiation.