Considerations and Key Factors When Planning an SPM Implementation

The THREE pillars of Sales Performance Management (SPM). It’s a prevalent misconception that using incentive automation tools increases speed, reduces errors, and decreases manual efforts. To maximize returns, any SPM program must rely on people, processes, and technology. The people, processes, and tools (PPT) framework focuses on the interactions between these three components. The task is done by individuals. Procedures improve the effectiveness of this effort. Technology not only facilitates human activity but also facilitates process automation. They are required to drive optimization and aid in completion of the tasks. Organizations can achieve efficiency by striking a balance between the three and improving interactions between people, processes, and tools. 

These three essential elements, however, are not equal, as each has its own set of strengths and weaknesses. Each one adds a unique value to your SPM program. The structure can be thought of as a triangular table, the entire table will tip over if one of the legs is slightly longer or shorter. Similarly, you must adjust people and processes to the new tools as technology changes.  

Organizations are increasingly focusing on SPM to increase revenue, market share, profitability, and margins. They will struggle to achieve their goals if weak processes are put in place. The company won’t benefit from its investment in technology if people don’t know how to use it effectively. The result will be identical if the new technology is not integrated with the processes. On the other side, if the organization spends too much time fretting over their processes, they’ll wind up with a good strategy that only works on paper because they lack the necessary human or technological resources. 

Hence, companies must strike the correct balance between these three crucial elements. They are encouraged to think in multiple dimensions by the PPT framework. So, what exactly do these three elements include? You must conduct an audit of your current processes and technology to determine what is working and what is not. 

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Article written by: Amit Arora

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