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市场调查报告书
商品编码
1432381

销售业绩管理：市场占有率分析、产业趋势/统计、成长预测（2024-2029）

Sales Performance Management - Market Share Analysis, Industry Trends & Statistics, Growth Forecasts (2024 - 2029)
出版日期: | 出版商: Mordor Intelligence | 英文 100 Pages | 商品交期: 2-3个工作天内

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简介目录

销售绩效管理市场规模预计到2024年为25.1亿美元，预计到2029年将达到56.1亿美元，在市场估计和预测期间（2024-2029年）复合年增长率为17.43%。 。

销售绩效管理-市场

销售绩效管理是指一组有助于自动化和整合后勤部门销售业务的营运和分析服务。在销售业绩中，重点在于预测、洞察、游戏化、配额设定和进阶分析。它还包括帐户细分、区域规划、奖励薪酬、标准报告、管道优化等。世界各地的组织都使用 SPM 工具和方法来提高业务效率和有效性。

主要亮点

  • 组织正在快速发展，并将其整个环境转变为数位平台。因此，企业正在使用 SPM 软体来促进成长，并在快速变化的市场环境中加速业务发展。 SPM 软体可协助您建立业务蓝图并更有效地执行您的计划。 SPM 在组织及其人员之间提供有组织且透明的解决方案。
  • 各种组织利用销售绩效管理来大幅减少处理时间和错误。积极有效的绩效支付和奖励管理正在显着推动 SPM 市场的需求。对准确测量和追踪销售指标的需求不断增长，减轻 IT 人员的负担可能会推动预测期内的市场成长。
  • 不断增加的审核、合规性和可见性要求正在推动市场成长。销售绩效管理监控的需求不断增加。人们越来越渴望了解奖励系统和相关流程的内部情况。
  • 然而，记录资料的损坏或被盗风险可能会阻碍销售绩效管理行业的成长。此外，由于需要了解 SPM 解决方案的优势，市场将面临挑战。阻碍销售绩效管理发展速度的另一个原因是中小型组织不愿意投资昂贵的业务流程软体和技术障碍。
  • COVID-19 大流行的爆发迫使许多销售团队远距工作，改变了他们提供价值和与买家互动的方式，而无需面对面交流。这项变更增加了对SPM实施的需求。疫情过后，由于数位化的渗透，市场持续呈现正成长。

销售绩效管理（SPM）市场趋势

对销售流动性的需求不断增长推动市场成长

  • 下一代行动解决方案会自动将客户会议资讯填入您的 CRM 中，甚至在会议结束后发送和追踪后续电子邮件。销售团队可以透过在眨眼间将特定会议详细资讯添加到 CRM 中来最大限度地减少在管理业务上花费的时间，而无需稍后从家庭办公室登入或弄乱添加到系统中的资料。您可以完全和准确记录客户互动，同时检查您的数据。
  • 此外，促进个人化和生产力的音讯和视讯会议应用程式介面的出现将扩大市场潜力。此外，对意外销售风险降低和正确模式预测的需求不断增长，预计将成为市场驱动因素，并提高销售绩效管理市场的成长率。
  • 机器学习和人工智慧 (AI) 应用提高了销售团队的效率。如今的平台可以为销售负责人提供具体提案，例如使用哪些材料和内容来推进销售场景以及在销售流程的关键点上跟进谁。人工智慧还可以帮助每位负责人向团队中表现最好的同事学习，并指导他们在客户面前表现得更好。人工智慧透过提供个人助理来每天为您的销售团队提供支持，从而实现更好的绩效。
  • 根据 Algorithmia 进行的一项研究，去年人工智慧和机器学习的首要使用案例（57%）是改善客户体验。机器学习和人工智慧可以帮助推进各种业务。
  • 许多销售团队仍然依靠笔记型电脑进行客户简报，这可能很不方便。您经常需要连接到客户职场内的 Wi-Fi、在简报前打开 PC 电源，或连接到会议室中的投影机或电视。在当今先进的行动形势中，公司可能会允许其销售负责人使用行动电话和平板电脑进行客户简报。此外，使用现代软体，行动装置上的内容呈现和显示控制的难度是不合理的。

预计北美将实现高成长

  • 随着北美等市场日趋成熟，在竞争激烈的环境中运作需要一个销售支援平台来帮助公司实施、扩展和执行其销售支援策略。
  • 众所周知，北美地区是世界上一些最大的消费性电子和软体公司的所在地，其中包括Google、微软、SAP 和Oracle。这些公司实施了各种行销策略来接触世界各地的客户，并积极满足该地区的 SPM 需求。
  • 该地区的通讯市场也对 SPM 的需求做出了重大贡献。该市场竞争激烈，由 T-Mobile 和 Verizon 等知名品牌主导。在电信业务中，获得忠实客户是一项长期利益。因此，公司被迫为其区域销售人员设定高目标，以获取更多客户。
  • 对准确测量和追踪销售指标的需求不断增长，减轻 IT 人员的负担可能会推动预测期内北美地区的市场成长。此外，区域组织正在消除使用复杂的 Excel 电子表格来管理销售业绩的想法。
  • 企业寻求可客製化、简化和灵活的系统来管理销售业绩并提供分析结果，这可能会在预测期内促进市场成长。

销售绩效管理 (SPM) 产业概述

由于跨国公司和中小企业的存在，销售绩效管理市场适度分散。市场主要企业有 Anaplan Inc.、Beqom SA、Varicent Software Inc.、Iconixx Software Corporation、Incentive Solutions Inc. 等。市场参与者正在采取联盟和收购等策略来增强其产品供应并获得永续的竞争优势。

  • 2022 年 6 月：云端基础的薪资管理软体领域的全球领导者 Beqom 宣布与 Microsoft Dynamics 金牌合作伙伴 sa.global 合作，为 Microsoft Dynamics 365 客户提供高阶薪资管理。

其他福利

  • Excel 格式的市场预测 (ME) 表
  • 3 个月分析师支持

目录

第一章简介

  • 研究假设和市场定义
  • 调查范围

第二章调查方法

第三章执行摘要

第四章市场洞察

  • 市场概况
  • 产业吸引力波特五力分析
    • 供应商的议价能力
    • 消费者议价能力
    • 新进入者的威胁
    • 竞争公司之间的敌对关係
    • 替代品的威胁
  • 评估 COVID-19 对产业的影响

第五章市场动态

  • 市场驱动因素
    • 对改善销售管道和绩效的需求
    • 对销售敏捷性的需求不断增长
  • 市场限制因素
    • 组织架构缺乏意识与变革

第六章市场区隔

  • 按配置
    • 本地
    • 云
  • 按解决方案
    • 奖励薪酬管理
    • 地域管理
    • 销售监控和计划
    • 销售分析
    • 其他解决方案
  • 按行业分类
    • BFSI
    • 製造业
    • 能源/公共产业
    • 卫生保健
    • 资讯科技和电讯
    • 其他行业
  • 按地区
    • 北美洲
    • 欧洲
    • 亚太地区
    • 世界其他地区

第七章 竞争形势

  • 公司简介
    • Anaplan Inc.
    • Beqom SA
    • Varicent Software Inc.
    • Iconixx Software Corporation
    • Incentive Solutions Inc.
    • Nice Ltd
    • Oracle Corporation
    • SAP SE
    • Xactly Corporation
    • Salesforce.com Inc.
    • Performio Solutions Inc.

第八章投资分析

第9章市场的未来

简介目录
Product Code: 47199

The Sales Performance Management Market size is estimated at USD 2.51 billion in 2024, and is expected to reach USD 5.61 billion by 2029, growing at a CAGR of 17.43% during the forecast period (2024-2029).

Sales Performance Management - Market

Sales performance management refers to a set of operational and analytical services that aid in the automation and integration of back-office sales operations. Among other aspects of sales performance, it focuses on forecasting, insights, gamification, quota setting, and advanced analytics. Account segmentation, territory planning, incentive compensation, standard reporting, and pipeline optimization also exist. Organizations are using SPM tools and approaches throughout the globe to increase operational efficiency and effectiveness.

Key Highlights

  • Organizations are rapidly growing and transforming their entire environment into a digital platform. So, to empower their growth and accelerate the enterprise's acceleration in the rapidly changing market circumstances, organizations are using SPM software, which assists them in establishing a business roadmap and implementing their plans much more efficiently. SPM offers an organized and transparent solution between the organization and its personnel.
  • Various organizations utilize sales performance management to reduce processing time and error at a significant rate. The active and effective management of performance payouts and incentives has significantly driven the demand in the SPM market. The growing demand for accurate measurement and tracking of sales metrics and mitigation for IT staff may drive market growth over the forecast period.
  • Increasing audit, compliance, and visibility requirements boost the market's growth. There is an increased need for oversight in sales performance management. There is a growing desire to scrutinize the inner workings of the compensation system and the related processes.
  • However, the risk of damage and theft of recorded data would hinder the growth of the sales performance management industry. Furthermore, the market would face challenges due to a need to understand SPM solutions' benefits. Another reason obstructing the development rate of sales performance management is the reluctance of small and medium-sized organizations to invest in costly business process software and technological obstacles.
  • The onset of the COVID-19 pandemic has forced many sales teams to operate remotely, changing the way they provide value and engage with buyers without in-person interaction. This shift has resulted in an increased demand for the adoption of SPM. After the pandemic, the market is growing positively, owing to increased digital penetration.

Sales Performance Management (SPM) Market Trends

Increasing Demand for Sales Mobility Driving Market Growth

  • Next-generation mobility solutions would automatically enter client meeting information into CRM and even send and track follow-up emails after the meeting. By adding the details of a specific meeting to the CRM in the blink of an eye without the hassle of logging in from a home office later or messing up the data added to the system, sales teams can keep a full and accurate account of customer interactions while minimizing time spent on administrative tasks.
  • Furthermore, the advent of audio-video conferencing application programming interfaces to promote personalization and productivity would expand the market's favorable potential. Furthermore, rising demand for lowering the risk of sudden sales and proper pattern forecast would function as market drivers, increasing the growth rate of the sales performance management market.
  • Machine learning and artificial intelligence (AI) applications boost the sales teams' efficiency. Today's platforms may make specific recommendations to salespeople, such as what materials and content they should use to advance a sales scenario or who they should follow up with at key phases of the sales process. AI can also assist each rep in learning from the highest performing colleagues on their team and guiding them to achievement when in front of their client. AI enables sales teams to perform better by providing them with a personal assistant to support them daily.
  • According to a survey conducted by Algorithmia, the top artificial intelligence and machine learning use case last year, at 57%, is improving customer experience. Machine learning and artificial intelligence can assist in advancing a range of business operations.
  • Many sales teams still utilize laptops for customer-facing presentations, which may be inconvenient. It frequently necessitates Wi-Fi connectivity within the customer's workplace, powering up a PC before the presentation, connecting to the conference room projector or TV, and so on. In today's advanced mobile landscape, firms would empower sales personnel to deliver customer presentations using their phone or tablet. Furthermore, there is no justification for content rendering difficulties or display controls on mobile devices with modern software.

North America is Expected to Register High Growth

  • Markets, such as North America, have been closer to maturing, and sales in such highly competitive environments need sales enablement platforms to help companies implement, scale, and execute their sales enablement strategies.
  • The North American region is well known as the hub for major consumer electronics and software giants worldwide, like Google, Microsoft, SAP, and Oracle. These companies actively contribute to the demand for SPM in the region as they implement several marketing strategies to gain clients worldwide.
  • The telecom market in the region is another significant contributor to the demand for SPM in the same. The market is highly competitive and dominated by major brands like T-Mobile and Verizon. Every loyal customer earned is a long-term benefit in the telecom business. This forces the companies to set higher targets for the regional sales force to gain more customers.
  • The growing demand for accurate measurement and tracking of sales metrics and mitigation for IT staff may drive market growth in the North American region over the forecast period. Furthermore, regional organizations are increasingly eliminating the idea of using complicated excel spreadsheets to manage sales performance.
  • The companies demand customizable, streamlined, and flexible systems to manage and offer analytics based on their sales performances, which may boost market growth over the forecast period.

Sales Performance Management (SPM) Industry Overview

The sales performance management market is moderately fragmented due to the presence of both global players and small and medium-sized enterprises. The key players in the market are Anaplan Inc., Beqom SA, Varicent Software Inc., Iconixx Software Corporation, and Incentive Solutions Inc., among others. Players in the market are adopting strategies such as partnerships and acquisitions to enhance their product offerings and gain sustainable competitive advantage.

  • June 2022: Beqom, one of the global leaders in cloud-based compensation management software, announced a partnership with sa.global, a Microsoft Dynamics Gold Partner, to offer advanced compensation management to Microsoft Dynamics 365 customers.

Additional Benefits:

  • The market estimate (ME) sheet in Excel format
  • 3 months of analyst support

TABLE OF CONTENTS

1 INTRODUCTION

  • 1.1 Study Assumptions and Market Definition
  • 1.2 Scope of the Study

2 RESEARCH METHODOLOGY

3 EXECUTIVE SUMMARY

4 MARKET INSIGHTS

  • 4.1 Market Overview
  • 4.2 Industry Attractiveness Porter's Five Forces Analysis
    • 4.2.1 Bargaining Power of Suppliers
    • 4.2.2 Bargaining Power of Consumers
    • 4.2.3 Threat of New Entrants
    • 4.2.4 Intensity of Competitive Rivalry
    • 4.2.5 Threat of Substitute Products
  • 4.3 Assessment of the Impact of COVID-19 on the Industry

5 MARKET DYNAMICS

  • 5.1 Market Drivers
    • 5.1.1 Demand for Improved Sales Channels and Performance
    • 5.1.2 Increasing Demand for Sales Mobility
  • 5.2 Market Restraints
    • 5.2.1 Lack of Awareness and Altering Organization Structure

6 MARKET SEGMENTATION

  • 6.1 By Deployment
    • 6.1.1 On-premise
    • 6.1.2 Cloud
  • 6.2 By Solution
    • 6.2.1 Incentive Compensation Management
    • 6.2.2 Territory Management
    • 6.2.3 Sales Monitoring and Planning
    • 6.2.4 Sales Analytics
    • 6.2.5 Other Solutions
  • 6.3 By End-user Vertical
    • 6.3.1 BFSI
    • 6.3.2 Manufacturing
    • 6.3.3 Energy and Utility
    • 6.3.4 Healthcare
    • 6.3.5 IT and Telecom
    • 6.3.6 Other End-user Verticals
  • 6.4 By Geography
    • 6.4.1 North America
    • 6.4.2 Europe
    • 6.4.3 Asia-Pacific
    • 6.4.4 Rest of the World

7 COMPETITIVE LANDSCAPE

  • 7.1 Company Profiles
    • 7.1.1 Anaplan Inc.
    • 7.1.2 Beqom SA
    • 7.1.3 Varicent Software Inc.
    • 7.1.4 Iconixx Software Corporation
    • 7.1.5 Incentive Solutions Inc.
    • 7.1.6 Nice Ltd
    • 7.1.7 Oracle Corporation
    • 7.1.8 SAP SE
    • 7.1.9 Xactly Corporation
    • 7.1.10 Salesforce.com Inc.
    • 7.1.11 Performio Solutions Inc.

8 INVESTMENT ANALYSIS

9 FUTURE OF THE MARKET