영업 성과 관리 시장 보고서 : 솔루션, 서비스, 조직 규모, 도입 모델, 최종사용자, 지역별(2024-2032년)

The global sales performance management market size reached US$ 4.9 Billion in 2023. Looking forward, IMARC Group expects the market to reach US$ 16.5 Billion by 2032, exhibiting a growth rate (CAGR) of 14% during 2024-2032. The market is experiencing steady growth driven by the growing need for improved sales efficiency and productivity, the rising emphasis on data-driven decision-making and integration with CRM and ERP systems, and continuous technological advancements, such as AI and machine learning.

Sales Performance Management Market Analysis:

• Major Market Drivers: Technological developments and integrations, such as AI, ML, and cloud-based solutions, are developing the capabilities and reach of SPM tools, thus driving the market growth. As the need to enhance sales efficiency and productivity increases, investment in an adequate amount of SPM solutions by organizations is inevitable to optimize the sales process and achieve higher operational excellence.
• Key Market Trends: The escalating utilization of advanced analytics and real-time data insights to set a pathway for better sales performance is increasing the adoption of SPM solutions. SPM solutions are being embedded with CRM and ERP systems to provide a single unified approach to sales management, easing business processes.
• Geographical Trends: According to the sales performance management market research report, North America is dominating the SPM market driven by the early adoption of advanced technologies in the region and the presence of key players within this region. The growth rate for the SPM market is rising in the Asia-Pacific region, especially in emerging economies, due to the accelerating digital transformation.
• Competitive Landscape: The SPM market is gaining high competitiveness, as major players strive to invest in innovation and mergers and acquisitions to improve market position and extend product portfolios. Companies like Anaplan Inc., Axtria Inc., beqom SA, Iconixx Software Corporation, International Business Machines Corporation, Microsoft Corporation, NICE Ltd., Oracle Corporation, Salesforce.com Inc., SAP SE, and Xactly Corporation are increasingly investing in research and development to introduce advanced features, enhance functionality, and bring forth the much-needed evolution in their SPM solutions, serving the varying needs of businesses.
• Challenges and Opportunities: The higher complexity of integration of SPM solutions with existing enterprise systems is one of the large challenges. However, the rising emphasis on data-driven decision-making is offering multiple opportunities for SPM vendors to build sophisticated analytics capabilities.

Sales Performance Management Market Trends:

Technological advancements and integration

One of the major drivers of the global SPM market is technological advancements and integration. Advanced analytics, AI, and ML are changing how sales data is captured, analyzed, and used. These technologies make understanding, in real-time, sales performance possible, thereby enabling companies to drive data-driven decisions while tailoring their strategies for efficiency and productivity. Therefore, this is significantly supporting the market. Along with this, the SPM solutions are integrated into other enterprise systems, including Customer Relationship Management and Enterprise Resource Planning, for flawless process flow, hence adopting a holistic approach towards sales management. Cloud-based, the SPM solutions come with flexibility, scalability, and cost-effectiveness, hence opening their doors to all businesses regardless of size. Moreover, the escalating demand for sophisticated SPM tools as their competitive strength works in direct relation with modern technology, hence driving sales performance management market value.

Increasing Need for Enhanced Sales Efficiency and Productivity

The ability to optimize sales efficiency and productivity is one of the key drivers of growth in the global SPM market. Business organizations are striving to optimize the potential of sales and revenue generation and simultaneously trying to keep operational costs as low as possible. SPM solutions provide end-to-end management of sales performance, including quota management, incentive compensation, and territory planning. By automating and streamlining these processes, SPM solutions help sales teams focus on core selling activities, reduce administrative burdens, and improve overall performance. With this enhanced ability to have insight into sales activities and performance metrics, managers can know the strengths and weaknesses of their staff, which is a basis for more focused training and development. Thus, this is propelling the sales performance management market growth. In addition, proper SPM practices are appropriately aligning sales strategies with organizational goals, ensuring efficient resource allocation while meeting sales targets consistently. Furthermore, the investment in SPM solutions is for higher sales productivity and operational excellence and drives the market.

Growing emphasis on data-driven decision making

Data-based decision-making is providing a major impetus to the global SPM market. In the data-centric world of business, organizations make strategic decisions with the available data and seek a better competitive edge which is favoring the market. SPM solutions enable businesses with robust data analytics capabilities to track and analyze several sales performance metrics, such as sales quotas, revenues, and incentive compensation. These insights present a clear view of the trends in sales, customer behavior, and market dynamics, hence allowing businesses to make informed decisions and adopt strategies in reaction. With these, a business is in a better position to accurately forecast sales performance, model scenarios, proactively deal with difficulties, and capitalize on emerging opportunities. Along with this, the increasing need for data-driven decisions is positively influencing the demand for advanced SPM solutions, which are all-inclusive offerings enhanced by analytics and reporting capabilities, thereby fueling the growth of the market.

Sales Performance Management Market Segmentation:

IMARC Group provides an analysis of the key trends in each segment of the global sales performance management market report, along with forecasts at the global, regional and country levels from 2024-2032. Our report has categorized the market based on solution, services, organization size, deployment model and end user.

Breakup by Solution:

• Territory Management
• Sales Analytics
• Sales Planning and Monitoring
• Incentive Compensation Management
• Others

The report has provided a detailed breakup and analysis of the market based on the solution. This includes territory management, sales analytics, sales planning and monitoring, incentive compensation management, and others.

Breakup by Services:

• Consulting Services
• Managed Services
• Training and Support
• Others

A detailed breakup and analysis of the market based on the services have also been provided in the report. This includes consulting services, managed services, training and support, and others.

Breakup by Organization Size:

• Small and Medium-sized Enterprises
• Large Enterprises

Large enterprises represent the leading market segment

The report has provided a detailed breakup and analysis of the market based on the organization size. This includes small and medium-sized enterprises, and large enterprises. According to the report, large enterprises represented the largest segment.

Large enterprises form the largest organization size segment of the global sales performance management industry, due to the large and complex sales operations that require quite robust and sophisticated SPM solutions. Such an organization usually has large sales teams across different regions, each of which requires quite elaborate sets of tools for sales performance management, quota management, incentive compensation management, and territory planning. Besides, integration of the SPM solution with other enterprise systems such as CRM and ERP provides smoothness in the flow of data and better decision-making for large enterprises. Furthermore, state-of-the-art technologies such as AI and machine learning, which large enterprises as a segment are investing in, are adding to the functionality and effectiveness of the SPM solution. Large companies are further attracted by the scalability and flexibility provided by cloud-based SPM platforms to increase or decrease activities based on changing business needs and market conditions. Moreover, the demand for sophisticated SPM solutions is, therefore, rising as these enterprises strive to seek a strong competitive edge and drive sales performance management market revenue; hence they continue to represent the largest share of the market.

Breakup by Deployment Model:

• On-premises
• Cloud-based

On-premises exhibits a clear dominance in the market

A detailed breakup and analysis of the market based on the deployment model have also been provided in the report. This includes on-premises and cloud-based. According to the report, on-premises accounted for the largest market share.

On-premises deployment holds the largest market share of SPM as most organizations prefer to have more control over their data and infrastructure. Most firms, especially in sectors that are heavily regulated, comply with strict regulations on data security and privacy by deploying on-premises solutions. In-house deployment allows businesses to have line-of-sight control over their SPM systems within their IT environments and handle sensitive sales data more securely. As per the sales performance management market forecast, on-premises SPM solutions offer customization in response to organizational needs and processes that provide flexibility, which some businesses count as indispensable. Along with this, organizations are investing in the required infrastructure and related maintenance to sustain on-premises deployments and view it as a strategic advantage toward proficiently managing their sales performance.

Breakup by End User:

• BFSI
• IT and Telecom
• Retail
• Energy and Utilities
• Travel and Hospitality
• Transportation and Logistics
• Healthcare
• Others

BFSI dominates the market

The report has provided a detailed breakup and analysis of the market based on the end user. This includes BFSI, IT and telecom, retail, energy and utilities, travel and hospitality, transportation and logistics, healthcare, and others. According to the report, BFSI represented the largest segment.

The Banking, Financial Services, and Insurance (BFSI) sector is the highest end-user segment in the SPM market as their sales process is complicated and heavily regulated. According to the sales performance management market report, the banking, financial services, and insurance industries seek robust, sophisticated management of their extended sales teams, and to meet stringent financial regulations. These solutions help organizations in the BFSI sector streamline their sales performance, manage incentive compensation, and have accurate quota allocation-all very critical for maintaining competitiveness and profitability. The high value and complexity of financial products and services further raises the need for correct performance tracking and management. In addition, the integration of SPM solutions with other crucial systems, such as CRM and ERP, empowers BFSI firms with holistic insights regarding sales operations, enabling them to enact key business decisions. Apart from this, the increasing investments in cutting-edge technologies, including AI and machine learning are enhancing the effectiveness of SPM solutions, ensuring predictive analytics and improved sales forecasting. With the growth and evolution of the BFSI sector, the sales performance management demand ensures that the former continues to remain the largest end-user segment in the market.

Breakup by Region:

• North America
  • United States
  • Canada
• Asia-Pacific
  • China
  • Japan
  • India
  • South Korea
  • Australia
  • Indonesia
  • Others
• Europe
  • Germany
  • France
  • United Kingdom
  • Italy
  • Spain
  • Russia
  • Others
• Latin America
  • Brazil
  • Mexico
  • Others
• Middle East and Africa

North America leads the market, accounting for the largest sales performance management market share

The report has also provided a comprehensive analysis of all the major regional markets, which include North America (the United States and Canada); Asia Pacific (China, Japan, India, South Korea, Australia, Indonesia, and others); Europe (Germany, France, the United Kingdom, Italy, Spain, Russia, and others); Latin America (Brazil, Mexico, and others); and the Middle East and Africa. According to the report, North America represents the largest regional market for sales performance management.

North America holds the largest regional segment in the SPM market, driven by early adoption of advanced technologies and the presence of some leading players in this market. This is creating a positive sales performance management market outlook. Along with this, its mature economic landscape and investment in innovation and digital transformation create fertile ground for the proliferation of sophisticated SPM solutions. Enterprises in North America, in particular, reflect a special focus on availing cutting-edge technologies, including AI, machine learning, and advanced analytics, toward enhancing sales performance and operational efficiency. In addition, the growing demand for comprehensive SPM tools due to the presence of a large number of large enterprises and technologically advanced industries such as IT, telecom, and BFSI, is propelling the market. Moreover, strong filtering with data-driven decision-making and performance optimization in the region very much aligns with capacities delivered by modern SPM solutions. Moreover, regulatory frameworks and industry standards in North America are promoting the adoption of robust SPM systems in compliance. According to the sales performance management market overview, North America continues to dominate the global SPM market due to its innovation-friendly business environment and the strategic initiatives these enterprises are undertaking to sustain and improve sales effectiveness.

Competitive Landscape:

The market research report has also provided a comprehensive analysis of the competitive landscape in the market. Detailed profiles of all major companies have also been provided. Some of the major market players in the sales performance management industry include:

• Anaplan Inc.
• Axtria Inc.
• beqom SA
• Iconixx Software Corporation
• International Business Machines Corporation
• Microsoft Corporation
• NICE Ltd.
• Oracle Corporation
• Salesforce.com Inc.
• SAP SE
• Xactly Corporation

(Please note that this is only a partial list of the key players, and the complete list is provided in the report.)

The sales performance management companies are self-managing their products and extending them to create differentiation. These companies, including SAP, Oracle, Salesforce, and IBM, in this area, invest heavily in research and development to transform advanced technologies such as AI, Machine Learning, and Predictive Analytics into their SPM offerings. All these enhancements bring forth a more accurate sales forecast, real-time performance insights, and automated processes. Furthermore, strategic mergers and acquisitions have been exercised by most of the major participants to extend their competency and geographic presence. Furthermore, they are developing flexible deployment models such as cloud-based ones to fulfill the disparate business requirements belonging to different industrial verticals.

Sales Performance Management Market News:

• December 12, 2023: beqom, a provider of compensation and performance management solutions, announced that it intends to acquire innovative pay and workplace equity software startup PayAnalytics. This acquisition is expected to integrate advanced pay equity analytics with core compensation processes, thus enabling companies to create a culture of fair pay while complying with global wage fairness regulations. This also positions beqom uniquely in the market as a provider of the most complete advanced total compensation and pay equity solution.
• October 25, 2023: Axtria Inc., one of the world's leading providers of management, data analytics, and cloud software, received recognition for six technologies in the Gartner, Hype CycleTM for Life Sciences (LS) Commercial Operations for 2023. Hype Cycle offers CIOs strategic guidance by monitoring the adoption and maturity rates of important technologies, which helps direct investments and planning for commercialization.

Key Questions Answered in This Report

• 1. How big is the global sales performance management market?
• 2. What is the expected growth rate of the global sales performance management market during 2024-2032?
• 3. What are the key factors driving the global sales performance management market?
• 4. What has been the impact of COVID-19 on the global sales performance management market?
• 5. What is the breakup of the global sales performance management market based on the organization size?
• 6. What is the breakup of the global sales performance management market based on the deployment model?
• 7. What is the breakup of the global sales performance management market based on the end user?
• 8. What are the key regions in the global sales performance management market?
• 9. Who are the key players/companies in the global sales performance management market?

Table of Contents

1 Preface

2 Scope and Methodology

• 2.1 Objectives of the Study
• 2.2 Stakeholders
• 2.3 Data Sources
  • 2.3.1 Primary Sources
  • 2.3.2 Secondary Sources
• 2.4 Market Estimation
  • 2.4.1 Bottom-Up Approach
  • 2.4.2 Top-Down Approach
• 2.5 Forecasting Methodology

3 Executive Summary

4 Introduction

• 4.1 Overview
• 4.2 Key Industry Trends

5 Global Sales Performance Management Market

• 5.1 Market Overview
• 5.2 Market Performance
• 5.3 Impact of COVID-19
• 5.4 Market Forecast

6 Market Breakup by Solution

• 6.1 Territory Management
  • 6.1.1 Market Trends
  • 6.1.2 Market Forecast
• 6.2 Sales Analytics
  • 6.2.1 Market Trends
  • 6.2.2 Market Forecast
• 6.3 Sales Planning and Monitoring
  • 6.3.1 Market Trends
  • 6.3.2 Market Forecast
• 6.4 Incentive Compensation Management
  • 6.4.1 Market Trends
  • 6.4.2 Market Forecast
• 6.5 Others
  • 6.5.1 Market Trends
  • 6.5.2 Market Forecast

7 Market Breakup by Services

• 7.1 Consulting Services
  • 7.1.1 Market Trends
  • 7.1.2 Market Forecast
• 7.2 Managed Services
  • 7.2.1 Market Trends
  • 7.2.2 Market Forecast
• 7.3 Training and Support
  • 7.3.1 Market Trends
  • 7.3.2 Market Forecast
• 7.4 Others
  • 7.4.1 Market Trends
  • 7.4.2 Market Forecast

8 Market Breakup by Organization Size

• 8.1 Small and Medium-sized Enterprises
  • 8.1.1 Market Trends
  • 8.1.2 Market Forecast
• 8.2 Large Enterprises
  • 8.2.1 Market Trends
  • 8.2.2 Market Forecast

9 Market Breakup by Deployment Model

• 9.1 On-premises
  • 9.1.1 Market Trends
  • 9.1.2 Market Forecast
• 9.2 Cloud-based
  • 9.2.1 Market Trends
  • 9.2.2 Market Forecast

10 Market Breakup by End User

• 10.1 BFSI
  • 10.1.1 Market Trends
  • 10.1.2 Market Forecast
• 10.2 IT and Telecom
  • 10.2.1 Market Trends
  • 10.2.2 Market Forecast
• 10.3 Retail
  • 10.3.1 Market Trends
  • 10.3.2 Market Forecast
• 10.4 Energy and Utilities
  • 10.4.1 Market Trends
  • 10.4.2 Market Forecast
• 10.5 Travel and Hospitality
  • 10.5.1 Market Trends
  • 10.5.2 Market Forecast
• 10.6 Transportation and Logistics
  • 10.6.1 Market Trends
  • 10.6.2 Market Forecast
• 10.7 Healthcare
  • 10.7.1 Market Trends
  • 10.7.2 Market Forecast
• 10.8 Others
  • 10.8.1 Market Trends
  • 10.8.2 Market Forecast

11 Market Breakup by Region

• 11.1 North America
  • 11.1.1 United States
    • 11.1.1.1 Market Trends
    • 11.1.1.2 Market Forecast
  • 11.1.2 Canada
    • 11.1.2.1 Market Trends
    • 11.1.2.2 Market Forecast
• 11.2 Asia-Pacific
  • 11.2.1 China
    • 11.2.1.1 Market Trends
    • 11.2.1.2 Market Forecast
  • 11.2.2 Japan
    • 11.2.2.1 Market Trends
    • 11.2.2.2 Market Forecast
  • 11.2.3 India
    • 11.2.3.1 Market Trends
    • 11.2.3.2 Market Forecast
  • 11.2.4 South Korea
    • 11.2.4.1 Market Trends
    • 11.2.4.2 Market Forecast
  • 11.2.5 Australia
    • 11.2.5.1 Market Trends
    • 11.2.5.2 Market Forecast
  • 11.2.6 Indonesia
    • 11.2.6.1 Market Trends
    • 11.2.6.2 Market Forecast
  • 11.2.7 Others
    • 11.2.7.1 Market Trends
    • 11.2.7.2 Market Forecast
• 11.3 Europe
  • 11.3.1 Germany
    • 11.3.1.1 Market Trends
    • 11.3.1.2 Market Forecast
  • 11.3.2 France
    • 11.3.2.1 Market Trends
    • 11.3.2.2 Market Forecast
  • 11.3.3 United Kingdom
    • 11.3.3.1 Market Trends
    • 11.3.3.2 Market Forecast
  • 11.3.4 Italy
    • 11.3.4.1 Market Trends
    • 11.3.4.2 Market Forecast
  • 11.3.5 Spain
    • 11.3.5.1 Market Trends
    • 11.3.5.2 Market Forecast
  • 11.3.6 Russia
    • 11.3.6.1 Market Trends
    • 11.3.6.2 Market Forecast
  • 11.3.7 Others
    • 11.3.7.1 Market Trends
    • 11.3.7.2 Market Forecast
• 11.4 Latin America
  • 11.4.1 Brazil
    • 11.4.1.1 Market Trends
    • 11.4.1.2 Market Forecast
  • 11.4.2 Mexico
    • 11.4.2.1 Market Trends
    • 11.4.2.2 Market Forecast
  • 11.4.3 Others
    • 11.4.3.1 Market Trends
    • 11.4.3.2 Market Forecast
• 11.5 Middle East and Africa
  • 11.5.1 Market Trends
  • 11.5.2 Market Breakup by Country
  • 11.5.3 Market Forecast

12 SWOT Analysis

• 12.1 Overview
• 12.2 Strengths
• 12.3 Weaknesses
• 12.4 Opportunities
• 12.5 Threats

13 Value Chain Analysis

14 Porters Five Forces Analysis

• 14.1 Overview
• 14.2 Bargaining Power of Buyers
• 14.3 Bargaining Power of Suppliers
• 14.4 Degree of Competition
• 14.5 Threat of New Entrants
• 14.6 Threat of Substitutes

15 Price Analysis

16 Competitive Landscape

• 16.1 Market Structure
• 16.2 Key Players
• 16.3 Profiles of Key Players
  • 16.3.1 Anaplan Inc.
    • 16.3.1.1 Company Overview
    • 16.3.1.2 Product Portfolio
    • 16.3.1.3 Financials
  • 16.3.2 Axtria Inc.
    • 16.3.2.1 Company Overview
    • 16.3.2.2 Product Portfolio
  • 16.3.3 beqom SA
    • 16.3.3.1 Company Overview
    • 16.3.3.2 Product Portfolio
  • 16.3.4 Iconixx Software Corporation
    • 16.3.4.1 Company Overview
    • 16.3.4.2 Product Portfolio
  • 16.3.5 International Business Machines Corporation
    • 16.3.5.1 Company Overview
    • 16.3.5.2 Product Portfolio
    • 16.3.5.3 Financials
    • 16.3.5.4 SWOT Analysis
  • 16.3.6 Microsoft Corporation
    • 16.3.6.1 Company Overview
    • 16.3.6.2 Product Portfolio
    • 16.3.6.3 Financials
    • 16.3.6.4 SWOT Analysis
  • 16.3.7 NICE Ltd.
    • 16.3.7.1 Company Overview
    • 16.3.7.2 Product Portfolio
    • 16.3.7.3 Financials
    • 16.3.7.4 SWOT Analysis
  • 16.3.8 Oracle Corporation
    • 16.3.8.1 Company Overview
    • 16.3.8.2 Product Portfolio
    • 16.3.8.3 Financials
    • 16.3.8.4 SWOT Analysis
  • 16.3.9 Salesforce.com Inc.
    • 16.3.9.1 Company Overview
    • 16.3.9.2 Product Portfolio
    • 16.3.9.3 Financials
    • 16.3.9.4 SWOT Analysis
  • 16.3.10 SAP SE
    • 16.3.10.1 Company Overview
    • 16.3.10.2 Product Portfolio
    • 16.3.10.3 Financials
    • 16.3.10.4 SWOT Analysis
  • 16.3.11 Xactly Corporation
    • 16.3.11.1 Company Overview
    • 16.3.11.2 Product Portfolio