Gartner Research

How to Analyze Your Sales Processes on Efficiency Versus Effectiveness

Published: 15 August 2012

ID: G00237460

Analyst(s): Patrick Stakenas , Praveen Sengar


Sales technologies demonstrate their value by significantly improving sales processes. However, to achieve optimum results, sales organizations need to exploit the tactical efficiency value, as well as the strategic effectiveness value of sales technology.

Table Of Contents
  • Key Challenges


  • Efficiency Versus Effectiveness
  • Mapping Sales Technologies on Effectiveness Versus Efficiency Framework
  • Decision Support for SFA Technology
  • Understanding Sales Efficiency and Effectiveness KPIs

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