세계의 영업 성과 관리(SPM) 소프트웨어 시장 : 컴포넌트별, 솔루션별, 최종 사용자별 - 예측(2025-2030년)

The Sales Performance Management Software Market was valued at USD 6.11 billion in 2023, expected to reach USD 6.89 billion in 2024, and is projected to grow at a CAGR of 12.88%, to USD 14.28 billion by 2030.

Sales Performance Management (SPM) software encompasses processes and tools aimed at optimizing the performance and efficiency of sales teams. This includes territory planning, sales coaching, incentive compensation management, and performance tracking, essential for both small enterprises and large corporations seeking to improve their sales force's productivity. The necessity of SPM software arises from the need to align sales strategies with business goals, provide real-time insights into sales performance, and increase overall revenue through enhanced sales operations. Application areas span various industries, including retail, pharmaceuticals, technology, and financial services, where tailored solutions facilitate effective management and deployment of sales resources. End-use extends to sales leaders, HR departments, and financial managers seeking to harmonize operations through data-driven insights.

One of the driving forces behind the market's growth is the increasing reliance on data analytics and artificial intelligence to deliver personalized insights and boost decision-making processes. Cloud-based solutions also provide scalable options, enhancing accessibility and integration with other business systems. However, the market faces challenges like high initial costs of implementation, concerns regarding data security, and complexities in software integration with existing systems. Addressing these requires innovations focusing on cost-effective solutions, enhanced cybersecurity measures, and user-friendly integration features.

Opportunities abound in emerging technologies like AI, which can revolutionize predictive analytics and coaching recommendations, and machine learning, which holds potential for transforming incentive compensation models. Innovating user interface designs and ensuring seamless cross-platform integrations could be pivotal in gaining market share. To capitalize on these prospects, companies should invest in R&D and establish partnerships that foster technological advancement. While competition is stiff with the presence of established vendors, significant growth awaits players who can deliver innovative solutions tailored to evolving client needs. The SPM market is dynamic, with a trend toward subscription-based models, emphasizing the importance of continuous improvement and customer-centric strategies for sustained business growth.

Market Dynamics: Unveiling Key Market Insights in the Rapidly Evolving Sales Performance Management Software Market

The Sales Performance Management Software Market is undergoing transformative changes driven by a dynamic interplay of supply and demand factors. Understanding these evolving market dynamics prepares business organizations to make informed investment decisions, refine strategic decisions, and seize new opportunities. By gaining a comprehensive view of these trends, business organizations can mitigate various risks across political, geographic, technical, social, and economic domains while also gaining a clearer understanding of consumer behavior and its impact on manufacturing costs and purchasing trends.

• Market Drivers
  • Increase in human asset efficiency with targeted staff development and encouragement to staff by supervisors
  • Need for reinforcing organizational values, goals and priorities balancing short term pressures of production
  • Engagement of staff with better understanding of duties and responsibilities to gain insights of their expected performance status
• Market Restraints
  • Fabricated or misleading information can affect the review leading to employee morale drop
• Market Opportunities
  • Use of sales performance software for gaining competitive market leadership
• Market Challenges
  • Incentivizing in unlevel playing fields, setting quotas and paying equitable upside

Porter's Five Forces: A Strategic Tool for Navigating the Sales Performance Management Software Market

Porter's five forces framework is a critical tool for understanding the competitive landscape of the Sales Performance Management Software Market. It offers business organizations with a clear methodology for evaluating their competitive positioning and exploring strategic opportunities. This framework helps businesses assess the power dynamics within the market and determine the profitability of new ventures. With these insights, business organizations can leverage their strengths, address weaknesses, and avoid potential challenges, ensuring a more resilient market positioning.

PESTLE Analysis: Navigating External Influences in the Sales Performance Management Software Market

External macro-environmental factors play a pivotal role in shaping the performance dynamics of the Sales Performance Management Software Market. Political, Economic, Social, Technological, Legal, and Environmental factors analysis provides the necessary information to navigate these influences. By examining PESTLE factors, businesses can better understand potential risks and opportunities. This analysis enables business organizations to anticipate changes in regulations, consumer preferences, and economic trends, ensuring they are prepared to make proactive, forward-thinking decisions.

Market Share Analysis: Understanding the Competitive Landscape in the Sales Performance Management Software Market

A detailed market share analysis in the Sales Performance Management Software Market provides a comprehensive assessment of vendors' performance. Companies can identify their competitive positioning by comparing key metrics, including revenue, customer base, and growth rates. This analysis highlights market concentration, fragmentation, and trends in consolidation, offering vendors the insights required to make strategic decisions that enhance their position in an increasingly competitive landscape.

FPNV Positioning Matrix: Evaluating Vendors' Performance in the Sales Performance Management Software Market

The Forefront, Pathfinder, Niche, Vital (FPNV) Positioning Matrix is a critical tool for evaluating vendors within the Sales Performance Management Software Market. This matrix enables business organizations to make well-informed decisions that align with their goals by assessing vendors based on their business strategy and product satisfaction. The four quadrants provide a clear and precise segmentation of vendors, helping users identify the right partners and solutions that best fit their strategic objectives.

Strategy Analysis & Recommendation: Charting a Path to Success in the Sales Performance Management Software Market

A strategic analysis of the Sales Performance Management Software Market is essential for businesses looking to strengthen their global market presence. By reviewing key resources, capabilities, and performance indicators, business organizations can identify growth opportunities and work toward improvement. This approach helps businesses navigate challenges in the competitive landscape and ensures they are well-positioned to capitalize on newer opportunities and drive long-term success.

Key Company Profiles

The report delves into recent significant developments in the Sales Performance Management Software Market, highlighting leading vendors and their innovative profiles. These include Accent Technologies, Inc., Anaplan, Inc., Axtria Inc., beqom SA, Board International SA, CellarStone Inc., Gryphon Networks Corp., Iconixx Software, LLC, International Business Machines Corporation, Microsoft Corporation, Oracle Corporation, Salesforce, Inc., SAP SE, Upland Software, Inc., and Zoho Corporation.

Market Segmentation & Coverage

This research report categorizes the Sales Performance Management Software Market to forecast the revenues and analyze trends in each of the following sub-markets:

• Based on Component, market is studied across Services and Software. The Services is further studied across Managed Services and Professional Services. The Software is further studied across Cloud-based and On-Premise.
• Based on Solution, market is studied across Incentive Compensation Management, Sales Coaching, Sales Forecasting, Sales Planning, and Talent Management.
• Based on End-User, market is studied across BFSI, Healthcare, Retail, Telecom & IT, and Transportation & Logistics.
• Based on Region, market is studied across Americas, Asia-Pacific, and Europe, Middle East & Africa. The Americas is further studied across Argentina, Brazil, Canada, Mexico, and United States. The United States is further studied across California, Florida, Illinois, New York, Ohio, Pennsylvania, and Texas. The Asia-Pacific is further studied across Australia, China, India, Indonesia, Japan, Malaysia, Philippines, Singapore, South Korea, Taiwan, Thailand, and Vietnam. The Europe, Middle East & Africa is further studied across Denmark, Egypt, Finland, France, Germany, Israel, Italy, Netherlands, Nigeria, Norway, Poland, Qatar, Russia, Saudi Arabia, South Africa, Spain, Sweden, Switzerland, Turkey, United Arab Emirates, and United Kingdom.

The report offers a comprehensive analysis of the market, covering key focus areas:

1. Market Penetration: A detailed review of the current market environment, including extensive data from top industry players, evaluating their market reach and overall influence.

2. Market Development: Identifies growth opportunities in emerging markets and assesses expansion potential in established sectors, providing a strategic roadmap for future growth.

3. Market Diversification: Analyzes recent product launches, untapped geographic regions, major industry advancements, and strategic investments reshaping the market.

4. Competitive Assessment & Intelligence: Provides a thorough analysis of the competitive landscape, examining market share, business strategies, product portfolios, certifications, regulatory approvals, patent trends, and technological advancements of key players.

5. Product Development & Innovation: Highlights cutting-edge technologies, R&D activities, and product innovations expected to drive future market growth.

The report also answers critical questions to aid stakeholders in making informed decisions:

1. What is the current market size, and what is the forecasted growth?

2. Which products, segments, and regions offer the best investment opportunities?

3. What are the key technology trends and regulatory influences shaping the market?

4. How do leading vendors rank in terms of market share and competitive positioning?

5. What revenue sources and strategic opportunities drive vendors' market entry or exit strategies?

Table of Contents

1. Preface

• 1.1. Objectives of the Study
• 1.2. Market Segmentation & Coverage
• 1.3. Years Considered for the Study
• 1.4. Currency & Pricing
• 1.5. Language
• 1.6. Stakeholders

2. Research Methodology

• 2.1. Define: Research Objective
• 2.2. Determine: Research Design
• 2.3. Prepare: Research Instrument
• 2.4. Collect: Data Source
• 2.5. Analyze: Data Interpretation
• 2.6. Formulate: Data Verification
• 2.7. Publish: Research Report
• 2.8. Repeat: Report Update

3. Executive Summary

4. Market Overview

5. Market Insights

• 5.1. Market Dynamics
  • 5.1.1. Drivers
    • 5.1.1.1. Increase in human asset efficiency with targeted staff development and encouragement to staff by supervisors
    • 5.1.1.2. Need for reinforcing organizational values, goals and priorities balancing short term pressures of production
    • 5.1.1.3. Engagement of staff with better understanding of duties and responsibilities to gain insights of their expected performance status
  • 5.1.2. Restraints
    • 5.1.2.1. Fabricated or misleading information can affect the review leading to employee morale drop
  • 5.1.3. Opportunities
    • 5.1.3.1. Use of sales performance software for gaining competitive market leadership
  • 5.1.4. Challenges
    • 5.1.4.1. Incentivizing in unlevel playing fields, setting quotas and paying equitable upside
• 5.2. Market Segmentation Analysis
• 5.3. Porter's Five Forces Analysis
  • 5.3.1. Threat of New Entrants
  • 5.3.2. Threat of Substitutes
  • 5.3.3. Bargaining Power of Customers
  • 5.3.4. Bargaining Power of Suppliers
  • 5.3.5. Industry Rivalry
• 5.4. PESTLE Analysis
  • 5.4.1. Political
  • 5.4.2. Economic
  • 5.4.3. Social
  • 5.4.4. Technological
  • 5.4.5. Legal
  • 5.4.6. Environmental

6. Sales Performance Management Software Market, by Component

• 6.1. Introduction
• 6.2. Services
  • 6.2.1. Managed Services
  • 6.2.2. Professional Services
• 6.3. Software
  • 6.3.1. Cloud-based
  • 6.3.2. On-Premise

7. Sales Performance Management Software Market, by Solution

• 7.1. Introduction
• 7.2. Incentive Compensation Management
• 7.3. Sales Coaching
• 7.4. Sales Forecasting
• 7.5. Sales Planning
• 7.6. Talent Management

8. Sales Performance Management Software Market, by End-User

• 8.1. Introduction
• 8.2. BFSI
• 8.3. Healthcare
• 8.4. Retail
• 8.5. Telecom & IT
• 8.6. Transportation & Logistics

9. Americas Sales Performance Management Software Market

• 9.1. Introduction
• 9.2. Argentina
• 9.3. Brazil
• 9.4. Canada
• 9.5. Mexico
• 9.6. United States

10. Asia-Pacific Sales Performance Management Software Market

• 10.1. Introduction
• 10.2. Australia
• 10.3. China
• 10.4. India
• 10.5. Indonesia
• 10.6. Japan
• 10.7. Malaysia
• 10.8. Philippines
• 10.9. Singapore
• 10.10. South Korea
• 10.11. Taiwan
• 10.12. Thailand
• 10.13. Vietnam

11. Europe, Middle East & Africa Sales Performance Management Software Market

• 11.1. Introduction
• 11.2. Denmark
• 11.3. Egypt
• 11.4. Finland
• 11.5. France
• 11.6. Germany
• 11.7. Israel
• 11.8. Italy
• 11.9. Netherlands
• 11.10. Nigeria
• 11.11. Norway
• 11.12. Poland
• 11.13. Qatar
• 11.14. Russia
• 11.15. Saudi Arabia
• 11.16. South Africa
• 11.17. Spain
• 11.18. Sweden
• 11.19. Switzerland
• 11.20. Turkey
• 11.21. United Arab Emirates
• 11.22. United Kingdom

12. Competitive Landscape

• 12.1. Market Share Analysis, 2023
• 12.2. FPNV Positioning Matrix, 2023
• 12.3. Competitive Scenario Analysis
• 12.4. Strategy Analysis & Recommendation

Companies Mentioned

• 1. Accent Technologies, Inc.
• 2. Anaplan, Inc.
• 3. Axtria Inc.
• 4. beqom SA
• 5. Board International SA
• 6. CellarStone Inc.
• 7. Gryphon Networks Corp.
• 8. Iconixx Software, LLC
• 9. International Business Machines Corporation
• 10. Microsoft Corporation
• 11. Oracle Corporation
• 12. Salesforce, Inc.
• 13. SAP SE
• 14. Upland Software, Inc.
• 15. Zoho Corporation