Sales Performance Management solutions from SAP SuccessFactors

Score9.3 out of 10

48 Reviews and Ratings

What is Sales Performance Management solutions from SAP SuccessFactors?

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.

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: 7
Sales compensation plan creation
Easy for Sales to create incentive compensation plans without IT assistance.
Category average: 8
Incentive auditing/regulation compliance
Internal workflow and tracking elements create an audit trail and help ensure regulatory compliance.
Category average: 7.9

KPIs
Select from a library of more than 6,000 key performance indicators, and incorporate KPIs into your planning process.
Category average: 7.6
Incentive modeling
Includes a sandbox or testing environment for users to explore what-if scenarios and develop incentive compensation strategies.
Category average: 6.4
Benchmarking with external data
CPI, daily exchange rates, industry KPIs. with scheduled data refreshes.
Category average: 7.6

#1 most frequent

Manufacturing

35.6%

16 installations of 45

#2 most frequent

Professional, Scientific, and Technical Services

17.8%

8 installations of 45

#3 most frequent

Information

15.6%

7 installations of 45

“We need to streamline and simplify our processes and automate end to end Sales Performance Management landscape.”
— SVP, Spectrum Technologies (51-200 employees)

Pros

Automating complex commission calculations for large sales forces
Streamlining end-to-end workflows with customization options
Providing accurate and timely incentive payouts

Cons

Limitations and difficulties in robust reporting and analytics
Issues with workflow process reliability and administrative overhead
Need for stronger out-of-the-box integration options

PRANAY PATRA

Senior Quality Assurance Engineer in Engineering at Dicks Sporting Goods (201-500 employees employees)

Use Cases and Deployment Scope

SAP SuccessFactors is a suitable tool we ever used and experienced for smoothening the Sales operations. It helped our operation team to calculate the margin and incentive. Incentive management and tracking the sales performance of sales person is easy to track. It also helps to identify gaps in the lead to sale and the performance.

Pros

Easy incentive calculation
performance tracking is easy with some clicks
tracking the sales value individually also from team prospective

Cons

Costly
lacks performance when integrated with legacy systems
stiff learning curve

Return on Investment

incentive and compensation calculation becomes easier with less headache
error reeducation in forecasting the demand and sales
KPIs setting is just a chunk of work

Usability

Other Software Used

Tricentis Tosca, Cypress.io

Verified User

Manager in Human Resources (10,001+ employees employees)

Use Cases and Deployment Scope

We use the Incentive Management module with Workflow. Currently on the Oracle platform but will be migrating to Hana platform. We utilize this for sales incentive processing and reporting

Pros

Easy to configure plans and fast plan launches for stakeholders
Easy configuration for dashboard reporting
Easy and simple UI experience for admins and stakeholders

Cons

Limitation of dashboard widgets on Oracle however this might change on the Hana platform
Some workspaces that do not have ease of upload and versioning
Currency ( global currency ) payment not easily to view and when download to csv template does not appear
Reporting with currency values when download to excel with symbols does not allow sum of value easily since it will appear as text columns

Return on Investment

Ability to integrate new channels easily with deployment time ranging from 3 weeks to 2 months depending on complexity

Usability

Maneesh Gupta

managing partner in Information Technology at spectrum (51-200 employees employees)

Use Cases and Deployment Scope

calculating commission payout for dealers

Pros

analytics
high volume txn procesing

Cons

data integration

Return on Investment

able to pay on time

Usability

Other Software Used

S4 for Salesforce

DAVid Ritson

Principal Architects at Spectrum Tech (51-200 employees employees)

Use Cases and Deployment Scope

It's mainly implementing the commissions for customers, extracting data and pushing data into the products.

Pros

Flexibility
Performance flexibility on the main two.

Cons

It needs additional functionality. You wanted to go a little more detail. It needs more, more functions added to the base rule set.

Return on Investment

I think all of those plus auditability, traceability and just, it gives the sales people a much better picture of what's going on.

Usability

Abhijit Sant

SVP in Information Technology at Spectrum Technologies (51-200 employees employees)

Use Cases and Deployment Scope

SAP's Sales Performance Management solves Territory Optimization, Quota Management and Incentive Calculations to ensure optimized territories, streamlined Quota's and timely and accurate commission calculations. We need to streamline and simplify our processes and automate end to end Sales Performance Management landscape. Also, significantly reduce manual tasks resulting in reduced calculation errors and lower disputes.

Pros

SAP's Incentive Management solution helps accurate and timely commission calculation
SAP's Territory and Quota solution helps optimize and balance territories and streamline quota distribution.
SAP's Analytics Platform is best in class platform in the SPM industry.
SAP's Enterprise Workflow allows streamlining of the End To End Business Process Automation

Cons

Integration can be improved.
Workflow process can be improved.

Return on Investment

Optimized Territories
Reduced manual activities
Reduced disputes

Usability

Alternatives Considered

Varicent, Xactly Incent® and Salesforce Spiff

Sales Performance Management solutions from SAP SuccessFactors

What is Sales Performance Management solutions from SAP SuccessFactors?

Categories & Use Cases

Media