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市場調査レポート
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セールスパフォーマンス管理市場レポート：ソリューション、サービス、組織規模、展開モデル、エンドユーザー、地域別、2024年～2032年

Sales Performance Management Market Report by Solution, Services, Organization Size, Deployment Model, End User, and Region 2024-2032

出版日
発行
IMARC
ページ情報
英文 141 Pages
納期
2～3営業日
カスタマイズ可能
価格
価格表記: USDを日本円(税抜)に換算
本日の銀行送金レート: 1USD=146.99円
セールスパフォーマンス管理市場レポート：ソリューション、サービス、組織規模、展開モデル、エンドユーザー、地域別、2024年～2032年
出版日: 2024年09月10日
発行: IMARC
ページ情報: 英文 141 Pages
納期: 2～3営業日
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  • 概要
  • 図表
  • 目次
概要

世界のセールスパフォーマンス管理市場の市場規模は2023年に49億米ドルに達しました。今後、IMARC Groupは、2024年から2032年にかけての成長率（CAGR）は14％を示し、市場は2032年までに165億米ドルに達すると予測しています。同市場は、営業効率や生産性の向上に対するニーズの高まり、データ主導の意思決定やCRM・ERPシステムとの統合が重視されるようになったこと、AIや機械学習などの継続的な技術進歩などにより、着実な成長を遂げています。

セールスパフォーマンス管理市場分析：

  • 主な市場促進要因：AI、ML、クラウドベースのソリューションなどの技術開発や統合は、SPMツールの機能やリーチを発展させ、市場の成長を促進しています。営業効率と生産性を向上させる必要性が高まる中、営業プロセスを最適化し、より高いオペレーショナル・エクセレンスを達成するために、組織による十分な量のSPMソリューションへの投資は不可避です。
  • 主な市場動向：高度な分析とリアルタイムのデータインサイトの活用が進み、営業成績向上のための道筋が整いつつあるため、SPMソリューションの採用が増加しています。SPMソリューションは、CRMやERPシステムに組み込まれ、営業管理への統一されたアプローチを提供し、ビジネスプロセスを緩和しています。
  • 地理的動向：セールスパフォーマンス管理市場調査報告書によると、北米は、同地域における先進技術の早期導入と、同地域における主要プレイヤーの存在により、SPM市場を独占しています。アジア太平洋地域、特に新興国では、デジタルトランスフォーメーションの加速により、SPM市場の成長率が上昇しています。
  • 競合情勢：SPM市場は高い競争力を獲得しており、主要プレーヤーは市場地位の向上と製品ポートフォリオの拡充のため、技術革新やM&Aへの投資に努めています。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などの企業は、研究開発への投資を増やし、高度な機能を導入し、機能を強化し、企業のさまざまなニーズに対応するSPMソリューションに待望の進化をもたらそうとしています。
  • 課題と機会：SPMソリューションと既存の企業システムとの統合がより複雑になることは、大きな課題のひとつです。しかし、データ主導の意思決定が重視されるようになったことで、SPMベンダーは洗練されたアナリティクス機能を構築する機会が増えています。

セールスパフォーマンス管理市場動向：

技術の進歩と統合

世界のSPM市場の主な促進要因の1つは、技術の進歩と統合です。高度なアナリティクス、AI、MLは、販売データの取得、分析、活用方法を変えつつあります。これらの技術により、販売実績をリアルタイムで把握することが可能になり、企業は効率性と生産性を高めるために戦略を調整しながら、データ主導の意思決定を行うことができます。そのため、これが市場を大きく支えています。これとともに、SPMソリューションは、カスタマー・リレーションシップ・マネジメントやエンタープライズ・リソース・プランニングなど、他の企業システムに統合され、完璧なプロセス・フローを実現することで、販売管理に対する全体的なアプローチを採用しています。クラウドベースのSPMソリューションには、柔軟性、拡張性、費用対効果が備わっているため、規模の大小にかかわらず、あらゆる企業に門戸を開いています。さらに、競争力としての洗練されたSPMツールに対する需要の高まりは、最新のテクノロジーと直結しているため、セールスパフォーマンス管理市場の価値を高めています。

営業効率と生産性の向上に対するニーズの高まり

営業効率と生産性を最適化する能力は、世界のSPM市場の成長促進要因の一つです。企業組織は、販売と収益創出の可能性を最適化すると同時に、運用コストを可能な限り抑えようと努力しています。SPMソリューションは、ノルマ管理、インセンティブ報酬、テリトリープランニングなど、営業実績をエンド・ツー・エンドで管理します。これらのプロセスを自動化し合理化することで、SPMソリューションは営業チームが中核となる営業活動に集中し、管理負担を軽減し、全体的な業績を向上させるのに役立ちます。営業活動や業績指標を把握できるようになったことで、マネジャーは部下の長所と短所を把握できるようになり、より焦点を絞ったトレーニングや能力開発を行うことができるようになった。このことが、セールスパフォーマンス管理市場の成長を後押ししています。さらに、適切なSPMの実践は、営業戦略と組織目標を適切に整合させ、効率的な資源配分を確保しながら、一貫して営業目標を達成しています。さらに、SPMソリューションへの投資は、営業生産性の向上とオペレーショナル・エクセレンスを実現するものであり、市場を牽引しています。

データ主導の意思決定重視の高まり

データに基づく意思決定は、世界のSPM市場に大きな推進力を与えています。データ中心のビジネスの世界では、企業は利用可能なデータを使って戦略的な意思決定を行い、より優れた競争力を求めています。SPMソリューションは、堅牢なデータ分析機能により、営業ノルマ、収益、インセンティブ報酬など、複数の営業実績指標の追跡と分析を可能にします。これらの洞察は、販売、顧客行動、市場力学の動向の明確なビューを提示し、したがって、企業は情報に基づいた意思決定を行い、反応する戦略を採用することができます。これらにより、企業は販売実績を正確に予測し、シナリオをモデル化し、困難に積極的に対処し、新たな機会を活用することができます。これとともに、データ主導の意思決定に対するニーズの高まりが、アナリティクスやレポーティング機能によって強化された包括的な製品である高度なSPMソリューションの需要にプラスの影響を与えており、市場の成長を促進しています。

本レポートで扱う主な質問

  • 世界のセールスパフォーマンス管理市場の規模は？
  • 2024年～2032年におけるセールスパフォーマンス管理市場の世界市場成長率は？
  • 世界のセールスパフォーマンス管理市場を牽引する主な要因は何か
  • 世界のセールスパフォーマンス管理市場に対するCOVID-19の影響は？
  • 世界のセールスパフォーマンス管理市場の組織規模別内訳は？
  • 世界のセールスパフォーマンス管理市場の展開モデルによる内訳は？
  • セールスパフォーマンス管理市場の世界におけるエンドユーザー別の内訳は？
  • セールスパフォーマンス管理市場の世界における主要地域は？
  • セールスパフォーマンス管理市場の世界市場における主要プレイヤー/企業は？

目次

第1章 序文

第2章 調査範囲と調査手法

  • 調査の目的
  • ステークホルダー
  • データソース
    • 一次情報
    • 二次情報
  • 市場推定
    • ボトムアップアプローチ
    • トップダウンアプローチ
  • 調査手法

第3章 エグゼクティブサマリー

第4章 イントロダクション

  • 概要
  • 主要業界動向

第5章 世界のセールスパフォーマンス管理市場

  • 市場概要
  • 市場実績
  • COVID-19の影響
  • 市場予測

第6章 市場内訳：ソリューション

  • テリトリー管理
    • 市場動向
    • 市場予測
  • セールス分析
    • 市場動向
    • 市場予測
  • 販売計画と監視
    • 市場動向
    • 市場予測
  • インセンティブ報酬管理
    • 市場動向
    • 市場予測
  • その他
    • 市場動向
    • 市場予測

第7章 市場内訳：サービス別

  • コンサルティングサービス
    • 市場動向
    • 市場予測
  • マネージドサービス
    • 市場動向
    • 市場予測
  • トレーニングとサポート
    • 市場動向
    • 市場予測
  • その他
    • 市場動向
    • 市場予測

第8章 市場内訳：組織規模別

  • 中小企業
    • 市場動向
    • 市場予測
  • 大企業
    • 市場動向
    • 市場予測

第9章 市場内訳：展開モデル別

  • オンプレミス
    • 市場動向
    • 市場予測
  • クラウドベース
    • 市場動向
    • 市場予測

第10章 市場内訳：エンドユーザー別

  • BFSI
    • 市場動向
    • 市場予測
  • ITおよび通信
    • 市場動向
    • 市場予測
  • 小売り
    • 市場動向
    • 市場予測
  • エネルギーと公共事業
    • 市場動向
    • 市場予測
  • 旅行とホスピタリティ
    • 市場動向
    • 市場予測
  • 運輸・物流
    • 市場動向
    • 市場予測
  • ヘルスケア
    • 市場動向
    • 市場予測
  • その他
    • 市場動向
    • 市場予測

第11章 市場内訳：地域別

  • 北米
    • 米国
    • カナダ
  • アジア太平洋地域
    • 中国
    • 日本
    • インド
    • 韓国
    • オーストラリア
    • インドネシア
    • その他
  • 欧州
    • ドイツ
    • フランス
    • 英国
    • イタリア
    • スペイン
    • ロシア
    • その他
  • ラテンアメリカ
    • ブラジル
    • メキシコ
    • その他
  • 中東・アフリカ
    • 市場動向
    • 市場内訳：国別
    • 市場予測

第12章 SWOT分析

  • 概要
  • 強み
  • 弱み
  • 機会
  • 脅威

第13章 バリューチェーン分析

第14章 ポーターのファイブフォース分析

  • 概要
  • 買い手の交渉力
  • 供給企業の交渉力
  • 競合の程度
  • 新規参入業者の脅威
  • 代替品の脅威

第15章 価格分析

第16章 競合情勢

  • 市場構造
  • 主要企業
  • 主要企業のプロファイル
    • 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
図表

List of Figures

  • Figure 1: Global: Sales Performance Management Market: Major Drivers and Challenges
  • Figure 2: Global: Sales Performance Management Market: Sales Value (in Billion US$), 2018-2023
  • Figure 3: Global: Sales Performance Management Market Forecast: Sales Value (in Billion US$), 2024-2032
  • Figure 4: Global: Sales Performance Management Market: Breakup by Solution (in %), 2023
  • Figure 5: Global: Sales Performance Management Market: Breakup by Services (in %), 2023
  • Figure 6: Global: Sales Performance Management Market: Breakup by Organization Size (in %), 2023
  • Figure 7: Global: Sales Performance Management Market: Breakup by Deployment Model (in %), 2023
  • Figure 8: Global: Sales Performance Management Market: Breakup by End User (in %), 2023
  • Figure 9: Global: Sales Performance Management Market: Breakup by Region (in %), 2023
  • Figure 10: Global: Sales Performance Management (Territory Management) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 11: Global: Sales Performance Management (Territory Management) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 12: Global: Sales Performance Management (Sales Analytics) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 13: Global: Sales Performance Management (Sales Analytics) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 14: Global: Sales Performance Management (Sales Planning and Monitoring) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 15: Global: Sales Performance Management (Sales Planning and Monitoring) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 16: Global: Sales Performance Management (Incentive Compensation Management) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 17: Global: Sales Performance Management (Incentive Compensation Management) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 18: Global: Sales Performance Management (Other Solutions) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 19: Global: Sales Performance Management (Other Solutions) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 20: Global: Sales Performance Management (Consulting Services) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 21: Global: Sales Performance Management (Consulting Services) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 22: Global: Sales Performance Management (Managed Services) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 23: Global: Sales Performance Management (Managed Services) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 24: Global: Sales Performance Management (Training and Support) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 25: Global: Sales Performance Management (Training and Support) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 26: Global: Sales Performance Management (Other Services) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 27: Global: Sales Performance Management (Other Services) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 28: Global: Sales Performance Management (Small and Medium-sized Enterprises) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 29: Global: Sales Performance Management (Small and Medium-sized Enterprises) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 30: Global: Sales Performance Management (Large Enterprises) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 31: Global: Sales Performance Management (Large Enterprises) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 32: Global: Sales Performance Management (On-premises) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 33: Global: Sales Performance Management (On-premises) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 34: Global: Sales Performance Management (Cloud-based) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 35: Global: Sales Performance Management (Cloud-based) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 36: Global: Sales Performance Management (BFSI) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 37: Global: Sales Performance Management (BFSI) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 38: Global: Sales Performance Management (IT and Telecom) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 39: Global: Sales Performance Management (IT and Telecom) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 40: Global: Sales Performance Management (Retail) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 41: Global: Sales Performance Management (Retail) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 42: Global: Sales Performance Management (Energy and Utilities) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 43: Global: Sales Performance Management (Energy and Utilities) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 44: Global: Sales Performance Management (Travel and Hospitality) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 45: Global: Sales Performance Management (Travel and Hospitality) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 46: Global: Sales Performance Management (Transportation and Logistics) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 47: Global: Sales Performance Management (Transportation and Logistics) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 48: Global: Sales Performance Management (Healthcare) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 49: Global: Sales Performance Management (Healthcare) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 50: Global: Sales Performance Management (Other End Users) Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 51: Global: Sales Performance Management (Other End Users) Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 52: North America: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 53: North America: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 54: United States: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 55: United States: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 56: Canada: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 57: Canada: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 58: Asia-Pacific: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 59: Asia-Pacific: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 60: China: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 61: China: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 62: Japan: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 63: Japan: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 64: India: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 65: India: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 66: South Korea: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 67: South Korea: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 68: Australia: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 69: Australia: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 70: Indonesia: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 71: Indonesia: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 72: Others: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 73: Others: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 74: Europe: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 75: Europe: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 76: Germany: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 77: Germany: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 78: France: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 79: France: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 80: United Kingdom: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 81: United Kingdom: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 82: Italy: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 83: Italy: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 84: Spain: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 85: Spain: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 86: Russia: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 87: Russia: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 88: Others: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 89: Others: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 90: Latin America: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 91: Latin America: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 92: Brazil: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 93: Brazil: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 94: Mexico: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 95: Mexico: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 96: Others: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 97: Others: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 98: Middle East and Africa: Sales Performance Management Market: Sales Value (in Million US$), 2018 & 2023
  • Figure 99: Middle East and Africa: Sales Performance Management Market: Breakup by Country (in %), 2023
  • Figure 100: Middle East and Africa: Sales Performance Management Market Forecast: Sales Value (in Million US$), 2024-2032
  • Figure 101: Global: Sales Performance Management Industry: SWOT Analysis
  • Figure 102: Global: Sales Performance Management Industry: Value Chain Analysis
  • Figure 103: Global: Sales Performance Management Industry: Porter's Five Forces Analysis

List of Tables

  • Table 1: Global: Sales Performance Management Market: Key Industry Highlights, 2023 and 2032
  • Table 2: Global: Sales Performance Management Market Forecast: Breakup by Solution (in Million US$), 2024-2032
  • Table 3: Global: Sales Performance Management Market Forecast: Breakup by Services (in Million US$), 2024-2032
  • Table 4: Global: Sales Performance Management Market Forecast: Breakup by Organization Size (in Million US$), 2024-2032
  • Table 5: Global: Sales Performance Management Market Forecast: Breakup by Deployment Model (in Million US$), 2024-2032
  • Table 6: Global: Sales Performance Management Market Forecast: Breakup by End User (in Million US$), 2024-2032
  • Table 7: Global: Sales Performance Management Market Forecast: Breakup by Region (in Million US$), 2024-2032
  • Table 8: Global: Sales Performance Management Market: Competitive Structure
  • Table 9: Global: Sales Performance Management Market: Key Players
目次
Product Code: SR112024A4398

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