Item: Sales Performance Management solutions from SAP SuccessFactors
Rating: 7
Author: Verified User

Overall Satisfaction with Sales Performance Management solutions from SAP SuccessFactors

Use Cases and Deployment Scope

I use Sales Performance Management (SPM) to calculate internal sales incentives. We are migrating to HANA and I am looking forward to the reporting capabilities that are available.

Pros and Cons

Pros

flexibility with goals
easy updating of hierarchy
Ability to process mass data transactions quickly

Cons

Rule writing made easy
need for custom code

Return on Investment

user audit trail
more automation for less errors in calculation
time to run end-to-end

The system does make it easy to load and make changes to the hierarchy using versioning. However, the custom hierarchy is not as easy to use. You need to understand what you are doing as it is not intuitive.
Rule writing is not straight forward for sales incentive plans. You need to understand how the rules are written and work together. It takes a lot of testing to ensure your rules are running as expected.

Efficiency

Sales Performance Management (SPM) has made our sales incentive processes easier by automating the calculations and putting our results on the Crystal reports. In the future, we will be using Embedded Analytics for our reporting which seems like it is more robust and we should be able to maximize all the benefits of the new reporting tool.

Usability

My rating is because even though the system works well and has many good features as far as the regular hierarchy, ability to enter fixed variables and the use of rate and lookup tables, there are few sticking points.
The custom hierarchy is not easy to use as it is not just point and click. Also, the rule writing is difficult and requires a lot of testing to ensure the results are what you are expecting to calculate or pay.

Alternatives Considered

We looked at Varicent as an option. I liked the easibility of Varicent for rule writing. If you can write formulas in excel, you could write rules in Varicent.
We also looked at Xactly, however, that was not a good option at the time because of the volume of transactions that we would be processing.

Key Insights

Do you think Sales Performance Management solutions from SAP SuccessFactors delivers good value for the price?

Yes

Are you happy with Sales Performance Management solutions from SAP SuccessFactors's feature set?

Yes

Did Sales Performance Management solutions from SAP SuccessFactors live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of Sales Performance Management solutions from SAP SuccessFactors go as expected?

I wasn't involved with the implementation phase

Would you buy Sales Performance Management solutions from SAP SuccessFactors again?

Yes

Other Software Used

Microsoft Excel, Salesforce Data Cloud

Likelihood to Recommend

The system works well for loading data, updating variables needed on lookup tables or rate tables, and provides easy to run pipelines to produce results in a short amount of time.
The issue I have with SAP Callidus/HANA is the rule writing. It takes a lot of practice and know how in order to create rules that can calculate complex scenarios to get expected results for a position.

Sales Performance Management solutions from SAP SuccessFactors Feature Ratings

Comments

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Kristin Mestre
(Vendor Representative) commented 8 months ago
Thank you for sharing your experience Its great to hear that SAP SuccessFactors Sales Performance Management is helping streamline your incentive processes and offering flexibility in managing goals. We understand that rule writing and custom hierarchies can be challenging and we appreciate your feedback as we work to enhance usability and reduce complexity. Your insights are invaluable in helping us improve and better serve your needs.

SPM gives you the flexibility you need to succeed

Modules Used