Gartner Research

Balance Customer Experience With Sales Productivity in Sales Automation Initiatives

Published: 01 September 2011

ID: G00216956

Analyst(s): Michael Dunne , Jim Davies

Summary

Sales automation initiatives can magnify benefits to enterprises by supporting better experiences for customers in sales cycles, in addition to improving sales productivity. Evaluate your sales practices to determine the leading factors affecting the receptivity of customers to doing business.

Table Of Contents
  • Overview

What You Need to Know

Analysis

  • Sales Productivity
  • Customer Experience
  • Balancing Objectives
  • Tactical Guidelines

Recommended Reading

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