SAP Sales Performance Management

Score8.6 out of 10

115 Reviews and Ratings

What is SAP Sales Performance Management?

For salespeople, tools to accelerate business outcomes with sales planning, automated sales management processes, incentive compensation management, and the ability to analyze sales performance at scale.

Categories & Use Cases

Media

Screenshot of a dashboard in SAP SuccessFactors Incentive Management, used to motivate sales teams to maximize performance.

Screenshot of SAP SuccessFactors Territory and Quota, a solution to improve quota management and territory planning.

Screenshot of SAP SuccessFactors Agent Performance Management, used to empower agents for productive field selling.

Screenshot of SAP SuccessFactors Agent Lifecycle Management, a solution to optimize sales agent lifecycle management and experiences.

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Screenshot of a dashboard in SAP SuccessFactors Incentive Management, used to motivate sales teams to maximize performance.

Sales compensation plan creation
Easy for Sales to create incentive compensation plans without IT assistance.
Category average: 8.3
Key Performance Indicator setting
Ability to set key performance indicators for measuring progress towards goals.
Category average: 8.5
Complex sales crediting
Users can set up complex crediting chains to attribute credit for sales to multiple tiers of employees and/or partners.
Category average: 8.2

Personalized dashboards
Create custom dashboards and reports without the help of IT or administrators.
Category average: 7.2
Revenue Forecasting
AI forecasting of future sales revenue.
Category average: 7.5
Sales compensation dashboards & forecasting
Analytics tools give sales ops managers and/or reps a view into sales performance in terms of sales vs. quotas, as well as earnings so far and projected payouts. May include competitive stats.
Category average: 7.8

Most Frequent Users

Top 3 industries using SAP Sales Performance Management.

Based on HG Insights installation data

View all Reviews

#1 most frequent

Manufacturing

28.0%

14 installations of 50

#2 most frequent

Professional, Scientific, and Technical Services

20.0%

10 installations of 50

“Requires experience to use. Could provide an agentic functionality to simplify usage”
— Software Engineer, nCircle Tech (Mid-sized Companies)

#3 most frequent

Information

16.0%

8 installations of 50

Pros

Automates sales incentive and commission calculations accurately and efficiently.
Provides strong integration capabilities with other SAP systems and data sources.
Offers a high degree of customization and configuration for specific business needs.

Cons

User interface is not beginner-friendly and requires significant training.
Integration challenges with legacy systems and complex analytical tools.
Limitations in reporting customization and data export formats.

Risheeta Bhawsar View profile

SAP Consultant in Information Technology at KSB Tech (10,001+ employees)

Use Cases and Deployment Scope

In our company, we use SAP Sales Performance Management to automate and centralize compensation management for incentives for the entire workforce around the globe. Before the implementation of SAP Sales Performance Management, our major problems included manual calculation errors and delays in monthly payouts. The scope of the implementation of this module includes real time tracking of performance.

Pros

Alignment of Territory
Reduction in Disputes
Dashboards on real time

Cons

UI Navigation is complex
Modifications of plan are rigid
Standard Templates are limited

Return on Investment

It has helped us with reduction in overpayments
It has motivated sales workforce to hit higher targets
Cut down in expenses for administrative & miscellaneous expenses

Usability

Alternatives Considered

Varicent

Other Software Used

SAP Sales Cloud, Workday Financial Management, Microsoft Power BI

Shubhank Shrivastava View profile

Control Tower Analyst at Shipbob (501-1000 employees)

Use Cases and Deployment Scope

Previously, our finance department used to track down all the commission incentives and targets on an Excel sheet, and this was very time-consuming. Since we also use other SAP tools in our organization, SAP Sales Performance Management was very helpful to us in automating all this and centralizing everything at one place.

Pros

It helps us distribute the territories properly among the sales team for the best sales possible
It helps us automate and track incentives for every sales team member depending on their performance
It also help our company meeting their revenue targets

Cons

It's not very easy to learn. The navigation is hard for beginners, and training modules and sessions must be provided to new users
If you are already using other SAP enterprise tools, perfect. If not, it will be hard to set up and getting used to
UI can be improved its very outdated comparing to competitors

Return on Investment

Reduced time deciding what territories and targets to distribute to whom
Meeting Revenue targets got easier
It handles any amount of data without lag

Usability

Other Software Used

SAP Subscription Billing, SAP Sales Cloud

Matthew McEachern, CHRL View profile

Manager, Workforce Analytics & HR Technology in Human Resources at Motive (5001-10,000 employees)

Use Cases and Deployment Scope

Sales Performance Management solutions from SAP SuccessFactors is a strong and relatively flexible solution, even without consultant support. There are a significant number of configuraiton options direct from the UI for a skilled admin to make work. The best value for Sales Performance Management solutions from SAP SuccessFactors is when it is pared with the other talent modules (S&D and LMS), and core EC is a fundamental requirement to get any value out of it.

A strong process is highly reccomended - the system isn't too much a fan of wildly changing approval structures or mid process switches of job codes, manager structures etc. This module is not for organizations that are too much in flux, as the XML launch of a form does not lend itself to changes.

The option of box config (i.e. 9, 16, 25 etc) with calibration and the ability to do potential scores as well makes it ideal for a robust program that has rules and process outlined.

Pros

Competency job code matrix performance alignment
combination with S&D to align performance and potential into a single or separate pathed process
Easy to use UI and alignment with Goals and Development module
Works really well as part of the SAP SuccessFactors suite in pulling another employee data points into the form.

Cons

The XML form lauch needs to be moved away from. It locks data at launch, which can be problematic if your organization is in flux during the cycle
The front end UI can be difficult for HR teams who are typically not as tech savvy
Certain advanced config being held within provisioning or XML coding, which forces clients to maintain an AMS contract or consultant support

Return on Investment

administering sales compensation, improving calculation accuracy, and increasing transparency
reduce operational and compliance risks by providing consistent, auditable compensation processes
The major issue that stops most is the cost/time required for implementation and ongoing administration

Usability

Alternatives Considered

SAP SuccessFactors HCM, ADP Workforce Now, Workday Human Capital Management and Greenhouse

Annarosa Sabbarese

Consultant in Sales at Avvale SPA (501-1000 employees)

Use Cases and Deployment Scope

We use the product as solutionas as service in order to trace the commission of the agents that sales contract of Electric energy or Gas in house forniture.
This kind of model is useful fo this market. The solution used helps our to change in real time the parameters to pay the agency.

Pros

Real-Time Visibility
Agile Plan Development
Data Design

Cons

Complex Pipeline Configuration
Search or Order in Lookup table
Detail Payment page not simple to use

Return on Investment

Saving more time
Personalize the service
Real time modify

Usability

Alternatives Considered

SAP Cloud ERP

Other Software Used

DocsApp, 11:11 Solutions for AWS, ASAPP Customer Experience Performance (CXP)

Linda Phan

Sales Manager in Finance and Accounting at Fortinet (5001-10,000 employees)

Use Cases and Deployment Scope

Its ease of use is friendly, easy to use, and helps our process of processing permissions.

Pros

Like setting up quota, and calculating a mission on a lot of tiers, and I celebrate a mission, and all the stuff that we manage.

Cons

Probably more reporting on reporting dashboards
Able to implement more update

Return on Investment

I think that it helps in the time saving a lot. So a lot of positives.

Usability

SAP Sales Performance Management

What is SAP Sales Performance Management?

Categories & Use Cases

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