What is Sales Performance Management (SPM)?

Sales Performance Management (SPM) is the set of processes, tools, and technologies organizations use to align individual and team sales behaviors with corporate revenue goals. It encompasses incentive compensation management (ICM), quota setting, territory management, and performance analytics.

What SPM platforms does Lanshore support?

Lanshore supports all leading SPM platforms including Xactly Incent, SAP Commissions, Varicent ICM, Performio, CaptivateIQ, Incentivate, and Akeron. We provide implementation, integration, and managed services for each platform.

What is the difference between SPM and ICM?

Incentive Compensation Management (ICM) is a component of Sales Performance Management (SPM). ICM specifically focuses on calculating and processing commission and incentive payments, while SPM is broader and also includes quota management, territory planning, sales analytics, and performance coaching.

How long does an SPM implementation take?

A typical SPM implementation with Lanshore takes 3 to 6 months depending on complexity, the number of compensation plans, data integrations required, and the selected platform. Lanshore's modular methodology allows phased implementations to deliver value faster.

What is Lanshore's White Glove SPM Managed Service?

Lanshore's White Glove SPM Managed Service goes beyond traditional support. We run your entire Sales Performance Management platform comprehensively handling day-to-day operations, proactive monitoring, dispute resolution, continuous optimization, and integration management so your team can focus on driving revenue growth.

Blog - Lanshore

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Elevating Sales Performance: The Power of Agentic AI in SPM

The landscape of Sales Performance Management (SPM) is being reshaped by the emergence of Agentic AI. This isn't just about automation...

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Beyond Dashboards: Selecting an SPM System in the Age of Agentic AI

Territory White Space in Sales Performance Management: What It Is, Why It Matters, and How to Fix It

The Agent Advantage: How AI-Powered Agents Are Transforming Dispute Management Across HR, Finance, CRM, and Sales Performance Management

Elevating Sales Performance: The Power of Agentic AI in SPM

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