Sales compensation is one of the largest line items on most companies' P&Ls and is a critical investment in achieving revenue goals. Optimizing this investment increases in complexity as companies grow and expand their products and sales structure, making it difficult to administer seller plans without the use of a sales performance management/incentive compensation management (SPM/ICM) solution. While sales performance management (SPM) platforms represent a broader set of capabilities such as planning, territory design, and quota management, most clients engaging with Forrester to evaluate SPM platforms focus on compensation optimization and administration, which includes plan design, deployment, management, and governance (see figure).