Sales leaders are under pressure to drive predictable growth in increasingly complex and competitive markets. But most organizations struggle because they are using reactive, fragmented systems that cause sales execution to break down and deal progress to stall. What's missing is a unified approach to managing how sales teams operate, communicate value, and how sales performance impacts revenue outcomes.
Last year, 84% of sales reps did not meet their quota. That level of underperformance shows that it's high time for sales teams to adopt more structured, data-driven approaches, even when it comes to demos. The solution is to employ Sales Performance Management (SPM) software, designed to monitor sales progress, determine and recognize success, and proactively respond to processes and employees that need improvement.
The market for this software is booming, with an estimated 2025 market size of approximately $3.19 billion that's growing at a CAGR of 16.3% through 2030. As demand grows for various types of SPM platforms that integrate automation, planning, execution, and optimization, selecting the right solution has become a strategic priority. Let's take a closer look at the top ten sales performance management software tools and how to choose the right ones for your team.
What Is Sales Performance Management Software?
Sales performance management (SPM) is the process whereby sales leaders track and improve the effectiveness of their teams. In a B2B environment, this includes setting performance expectations, measuring progress, and making adjustments that help sales teams stay on target.
Sales performance management software brings this process into a digital environment. These platforms are designed to support core activities such as planning, tracking, and evaluating performance over time. They help organizations manage sales performance more consistently, especially as teams grow and sales operations become more complex.
SPM software is becoming more important as companies move away from static reporting and reactive interventions. Sales performance can't be improved if it isn't being monitored in real-time or tied to execution on the ground.
Historically, most SPM software has focused on planning and measurement. Today, more companies are recognizing that sales performance also depends on how well teams present the product and engage buyers to move deals forward. Newer tools are emerging that focus on enhancing sales performance by directly improving the execution of sales functions, such as delivering targeted product demonstrations that engage buyers and advance deals.
What Are the Main Types of Sales Performance Management Software?
SPM Software is a category that includes multiple capabilities designed to improve the performance of your sales team. The primary types include:
- Sales Performance Analytics and Reporting Software monitors sales metrics and performance outcomes, like the number of meetings booked or deals won, for each sales rep and across the team.
- Sales Enablement Platforms equip sales teams with the tools to execute effectively in live selling scenarios by presenting the product clearly and consistently. They can include tools like battle cards, sales decks, and interactive demo environments.
- Pipeline Management Tools help teams track active deals and manage pipeline health.
- Sales Forecasting Software predicts future revenue based on pipeline data and historical trends, helping leadership project the business's direction and determine if additional sales resources are needed.
Revenue Intelligence Platforms analyze the activities of both the sales team and buyers, such as sales calls and meetings, to uncover insights that drive conversions.
- Sales Training and Coaching Software helps the sales team upskill through onboarding programs and professional development.
- Incentive Compensation Management Tools automate commission tracking and compensation rules. These systems reduce errors, simplify plan administration, and help sellers stay focused on the right objectives.
- Quota and Territory Management Software assigns and adjusts sales targets and coverage areas across teams.
- Gamification and Motivation Platforms use recognition, scorecards, and performance tracking to drive increased engagement by the sales team. They reinforce key behaviors and boost energy during longer sales cycles.
- Goal and OKR Management Tools enable the tracking and alignment of team and individual sales goals, keeping everyone on target.
5 Benefits of Sales Performance Management Software
SPM software offers many benefits, such as:
1. Improved Sales Execution
SPM tools provide real-time guidance, standardized workflows, and automated coaching prompts that help sales reps follow best practices consistently, leading to higher win rates and shorter sales cycles.
2. Faster, More Accurate Forecasting
Automated data collection and advanced analytics enable sales leaders to generate reliable revenue predictions quickly, reducing manual effort while improving forecast accuracy through better pipeline visibility.
3. Aligned Incentives and Behavior
The software directly connects compensation plans to performance metrics and strategic goals, ensuring that sales teams focus on activities that drive the most valuable outcomes for the business.
4. Greater Visibility and Accountability
Centralized dashboards and reporting provide managers with clear insight into individual and team performance, making it easier to identify coaching opportunities and hold team members accountable for their results.
5. Scalable Sales Processes
Standardized workflows and automated tools, such as interactive demos, enable organizations to maintain consistent sales methodologies as they expand. This way, they can onboard new team members faster while preserving institutional knowledge and best practices.
Key Features of Sales Performance Management Software
When choosing sales performance management tools for your organization, look for these key features:
- Alignment with your sales structure – Accommodates compensation models, territory assignments, and role hierarchies without requiring changes to your organizational structure.
- Automation of manual processes – Replaces spreadsheets and manual workflows with automated tracking and plan management to reduce errors and overhead.
- Real-time visibility into performance and pipeline data – Provides immediate access to performance metrics so teams can respond faster and stay aligned.
- Ease of use and user adoption – Supports use by sellers, managers, and admins without the need for technical training or support.
Integration with your tech stack – Maintains accurate, up-to-date data across CRM and other systems without duplicate entry or manual updates.
- Scalability – Supports additional users, product lines, and sales regions without requiring changes to core workflows or processes.
- Configurability – Allows non-technical users to modify workflows, dashboards, and compensation plans without developer support.
- Security and compliance – Protects sensitive sales and employee data in line with industry and data regulatory standards like ISO 27001.
- Support and onboarding resources – Includes training programs and launch support that help teams realize value quickly.
- Demonstrable ROI – Delivers measurable gains in sales efficiency or revenue performance tied to business goals.
Top 10 Sales Performance Management Software by Category
1. Best for Sales Performance Analytics & Reporting: InsightSquared
InsightSquared delivers real-time sales analytics by combining CRM data with activity tracking, providing teams with a comprehensive view of their performance. It includes pre-built reports and interactive dashboards that surface trends in pipeline health, deal velocity, and forecast accuracy. Sales leaders use it to spot performance gaps, improve forecast confidence, and make faster, data-backed decisions.
Review: “I like the intuitive nature of the reporting and dashboards. It makes board prep easy and internal reporting a breeze.”
2. Best for Sales Enablement: Demostack
Demostack is the demo software solution that helps sales and presales teams close deals faster by letting them show the best versions of their product for every use case without relying on engineering. It creates robust, secure clones of live product demos, enabling consistent, tailored demos that drive faster sales cycles, increase deal volume, and move qualified opportunities through the pipeline.
Sales enablement teams use Demostack to give AEs the ability to deliver customizable demos independently. Product tours and demo sandboxes help prospects explore features on their own time, while analytics reveal what resonates most, enabling teams to fine-tune messaging and focus on buyers who are ready to act.
Review: “Demostack has been the perfect solution. We can have a custom demo prepped in minutes instead of hours. The ‘Tour’ function is also critical for helping our champions sell when we're not in the room.”
3. Best for Pipeline Management: Pipedrive
Pipedrive provides sales teams with a visual way to track deals as they progress through each stage of the sales process. Pipeline stages can be customized to reflect your actual workflow, and deals are updated through drag-and-drop actions. Each deal contains relevant context, including activity history and next steps. Teams can also set automated triggers that send alerts or assign follow-ups when deals stop moving forward.
Review: “Being able to create our own pipeline stages and add custom fields has made all the difference in tailoring it to fit our workflow. It’s become the core of how we manage and grow our business.”
4. Best for Sales Forecasting: Clari
Clari provides AI-driven revenue context, including predictive deal scoring and forecasting. Its AI sales forecasting tool enables accurate forecasts across every segment and model. It provides real-time sales analytics with visualizations and insights into deal flow and pipeline health. The platform consolidates information from CRMs like Hubspot and Salesforce, email, calendar, and other systems into a single analytics hub to improve forecast accuracy.
Review: “Clari is a great tool because it simplifies forecasting and makes it so much easier to get accurate insights.”
5. Best for Revenue Intelligence: Gong
Gong uncovers revenue intelligence that improves sales performance by connecting day-to-day selling behavior to revenue outcomes. It automatically captures calls, emails, and meetings, then uses AI to flag risks, highlight coaching opportunities, and show how deals are progressing. Sales leaders rely on Gong to understand team execution and guide conversations that drive results.
Review: “Gong has completely transformed how I approach sales calls. Being able to revisit recordings, track keywords, and see engagement insights has made it easier to coach myself and improve.”
6. Best for Sales Training & Coaching: Mindtickle
Mindtickle offers a unified training and coaching platform designed to improve seller readiness and skills. It identifies individual and team skill gaps and then delivers personalized coaching, either through AI or manager-led sessions, to close them. Sales leaders use features like role-based profiles, call scoring, and guided prompts to deliver targeted feedback in context. A readiness index tracks skills alongside performance metrics such as quota attainment, helping leaders measure the impact of training programs.
Review: “We needed an LMS that can support both our Sales and Operations team, with continual assessments and coaching to help close any gaps in training and provide a consistent experience for our customers. MindTickle has been able to help us achieve that objective.”
7. Best for Incentive Compensation Management: CaptivateIQ
CaptivateIQ automates commission calculations and plan modeling to ensure payouts are accurate and aligned with company goals. The platform includes real-time earnings dashboards for sales team members and approval workflows for finance and sales leadership. Sales leaders can create and adjust commission plans using an intuitive, no-code interface that also enables automating commission workflows. Real-time dashboards provide transparency on earnings and incentives, helping reps understand how their performance drives revenue.
Review: “Captivate IQ makes processing large quantities of sales commission payments very simple and quick.”
8. Best for Quota & Territory Management: Xactly AlignStar
Xactly AlignStar is an AI-powered platform that helps sales leaders plan and manage quota and territory assignments with greater precision. It supports multiple territory models, including geographic and account-based, and allows teams to test and adjust plans before rollout. Built-in tools help identify coverage gaps and balance workload across reps and regions. Leaders can model changes, preview impact, and align targets to available market potential.
Review: “With AlignStar, I can formulate, rethink, and even introduce new markets. AlignStar allows me to adjust the balance of work that each zip code carries.”
9. Best for Gamification & Motivation: Ambition
Ambition delivers real-time scorecards and leaderboards that create metrics and rankings for individuals and teams. Users can set up performance challenges based on calls, demos, or closed deals, and trigger automated alerts when goals are reached. The platform includes live TV-style broadcasts and badges to recognize top performers and milestones. By tying motivation to tracked metrics, Ambition helps sales leaders reinforce performance standards and drive consistent activity across the team.
Review: “We introduced Ambition to our team and saw a few immediate benefits: easy-to-create contests, increased metrics transparency (for motivation and management purposes), increased competition, and an additional venue to drive process adoption.”
10. Best for Goal & OKR Management: WorkBoard
WorkBoard is an enterprise-grade OKR (Objectives and Key Results) platform that uses AI to help teams set, align, and track strategic goals. Managers can define objectives, map key results, and use AI-generated action and validation plans tied to measurable outcomes to guide execution. The platform gives sales leaders deep insights into goal progress and accountability. WorkBoard links sales metrics to OKRs and tracks alignment across teams to drive sales performance.
Review: “Having WorkBoard implemented across our entire organisation has meant everyone is reporting their progress in one place; this gives global visibility of what teams are achieving…reinforcing the 'common goal' mentality.”
Drive Sales Performance by Focusing on Execution
Sales performance improves when leaders have visibility into how teams operate and where execution breaks down. The right sales performance management software connects day-to-day activity with outcomes that matter, enabling teams to act sooner and stay aligned around what drives revenue.
Demostack supports sales enablement by making it easier to scale consistent demo experiences across teams. It enables AEs to deliver customized demos quickly and independently, while freeing SEs to focus on strategic opportunities. Sales leaders use it to reinforce messaging, improve execution quality, and track buyer engagement with demo analytics—all without relying on engineering. Try a demo today and see how Demostack helps your team execute with confidence.
