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市場調查報告書
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1432381

銷售業績管理：市場佔有率分析、產業趨勢/統計、成長預測（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個工作天內

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簡介目錄

銷售績效管理市場規模預計到2024年為25.1億美元，預計到2029年將達到56.1億美元，在市場估計和預測期間（2024-2029年）複合年成長率為17.43%。 。

銷售績效管理-市場

銷售績效管理是指一組有助於自動化和整合後勤部門銷售業務的營運和分析服務。在銷售業績中，重點在於預測、洞察、遊戲化、配額設定和進階分析。它還包括帳戶細分、區域規劃、獎勵薪酬、標準報告、管道最佳化等。世界各地的組織都使用 SPM 工具和方法來提高業務效率和有效性。

主要亮點

  • 組織正在快速發展，並將其整個環境轉變為數位平台。因此，企業正在使用 SPM 軟體來促進成長，並在快速變化的市場環境中加速業務發展。 SPM 軟體可協助您建立業務藍圖並更有效地執行您的計劃。 SPM 在組織及其人員之間提供有組織且透明的解決方案。
  • 各種組織利用銷售績效管理來大幅減少處理時間和錯誤。積極有效的績效支付和獎勵管理正在顯著推動 SPM 市場的需求。對準確測量和追蹤銷售指標的需求不斷成長，減輕 IT 人員的負擔可能會推動預測期內的市場成長。
  • 不斷增加的審核、合規性和可見性要求正在推動市場成長。銷售績效管理監控的需求不斷增加。人們越來越渴望了解獎勵系統和相關流程的內部情況。
  • 然而，記錄資料的損壞或被盜風險可能會阻礙銷售績效管理行業的成長。此外，由於需要了解 SPM 解決方案的優勢，市場將面臨挑戰。阻礙銷售績效管理發展速度的另一個原因是中小型組織不願意投資昂貴的業務流程軟體和技術障礙。
  • COVID-19 大流行的爆發迫使許多銷售團隊遠距工作，改變了他們提供價值和與買家互動的方式，而無需面對面交流。這項變更增加了對SPM實施的需求。疫情過後，由於數位化的滲透，市場持續呈現正成長。

銷售績效管理（SPM）市場趨勢

對銷售流動性的需求不斷成長推動市場成長

  • 下一代行動解決方案會自動將客戶會議資訊填入您的 CRM 中，甚至在會議結束後發送和追蹤後續電子郵件。銷售團隊可以透過在眨眼間將特定會議詳細資訊添加到 CRM 中來最大限度地減少在管理業務上花費的時間，而無需稍後從家庭辦公室登入或弄亂添加到系統中的資料。您可以完全和準確記錄客戶互動，同時檢查您的數據。
  • 此外，促進個人化和生產力的音訊和視訊會議應用程式介面的出現將擴大市場潛力。此外，對意外銷售風險降低和正確模式預測的需求不斷成長，預計將成為市場促進因素，並提高銷售績效管理市場的成長率。
  • 機器學習和人工智慧 (AI) 應用提高了銷售團隊的效率。如今的平台可以為銷售負責人提供具體提案，例如使用哪些材料和內容來推進銷售場景以及在銷售流程的關鍵點上跟進誰。人工智慧還可以幫助每位負責人向團隊中表現最好的同事學習，並指導他們在客戶面前表現得更好。人工智慧透過提供個人助理來每天為您的銷售團隊提供支持，從而實現更好的績效。
  • 根據 Algorithmia 進行的一項研究，去年人工智慧和機器學習的首要使用案例（57%）是改善客戶體驗。機器學習和人工智慧可以幫助推進各種業務。
  • 許多銷售團隊仍然依靠筆記型電腦進行客戶簡報，這可能很不方便。您經常需要連接到客戶職場內的 Wi-Fi、在簡報前打開 PC 電源，或連接到會議室中的投影機或電視。在當今先進的行動形勢中，公司可能會允許其銷售負責人使用行動電話和平板電腦進行客戶簡報。此外，使用現代軟體，行動裝置上的內容呈現和顯示控制的難度是不合理的。

預計北美將實現高成長

  • 隨著北美等市場日趨成熟，在競爭激烈的環境中運作需要一個銷售支援平台來幫助公司實施、擴展和執行其銷售支援策略。
  • 眾所周知，北美地區是世界上一些最大的消費性電子和軟體公司的所在地，其中包括Google、微軟、SAP 和Oracle。這些公司實施了各種行銷策略來接觸世界各地的客戶，並積極滿足該地區的 SPM 需求。
  • 該地區的通訊市場也對 SPM 的需求做出了重大貢獻。該市場競爭激烈，由 T-Mobile 和 Verizon 等知名品牌主導。在電信業務中，獲得忠實客戶是一項長期利益。因此，公司被迫為其區域銷售人員設定高目標，以獲取更多客戶。
  • 對準確測量和追蹤銷售指標的需求不斷成長，減輕 IT 人員的負擔可能會推動預測期內北美地區的市場成長。此外，區域組織正在消除使用複雜的 Excel 電子表格來管理銷售業績的想法。
  • 企業尋求可客製化、簡化和靈活的系統來管理銷售業績並提供分析結果，這可能會在預測期內促進市場成長。

銷售績效管理 (SPM) 產業概述

由於跨國公司和中小企業的存在，銷售績效管理市場適度分散。市場主要企業有 Anaplan Inc.、Beqom SA、Varicent Software Inc.、Iconixx Software Corporation、Incentive Solutions Inc. 等。市場參與者正在採取聯盟和收購等策略來增強其產品供應並獲得永續的競爭優勢。

  • 2022 年 6 月：雲端基礎的薪資管理軟體領域的全球領導者 Beqom 宣布與 Microsoft Dynamics 金牌合作夥伴 sa.global 合作，為 Microsoft Dynamics 365 客戶提供高階薪資管理。

其他福利

  • Excel 格式的市場預測 (ME) 表
  • 3 個月分析師支持

目錄

第1章簡介

  • 研究假設和市場定義
  • 調查範圍

第2章調查方法

第3章執行摘要

第4章市場洞察

  • 市場概況
  • 產業吸引力波特五力分析
    • 供應商的議價能力
    • 消費者議價能力
    • 新進入者的威脅
    • 競爭公司之間的敵對關係
    • 替代品的威脅
  • 評估 COVID-19 對產業的影響

第5章市場動態

  • 市場促進因素
    • 對改善銷售管道和績效的需求
    • 對銷售敏捷性的需求不斷成長
  • 市場限制因素
    • 組織架構缺乏意識與變革

第6章市場區隔

  • 按配置
    • 本地
    • 雲
  • 按解決方案
    • 獎勵薪酬管理
    • 地域管理
    • 銷售監控和計劃
    • 銷售分析
    • 其他解決方案
  • 按行業分類
    • BFSI
    • 製造業
    • 能源/公共產業
    • 衛生保健
    • 資訊科技和電訊
    • 其他行業
  • 按地區
    • 北美洲
    • 歐洲
    • 亞太地區
    • 世界其他地區

第7章 競爭形勢

  • 公司簡介
    • 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8章投資分析

第9章市場的未來

簡介目錄
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