Gartner Research

Tech Go-to-Market: The Future of SPM and SE Will Change How You Sell

Published: 31 July 2013

ID: G00251804

Analyst(s): Patrick Stakenas

Summary

Technologies are evolving and disrupting the broader market of sales force automation. This requires sales leaders of the future to become more proficient in leveraging tools for sales and sales management. Big competitive differentiation can be found in process, system and salesperson improvements.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Appropriate 20% to 30% of Your SFA Investments to SPM and SE Processes and Technologies
  • Look to Social and Big Data to Support SPM and SE
  • Rank the Order of Importance on SPM and SE Processes, and Measure Them
  • Investigate Best-of-Breed Solutions for SPM and SE
  • Manage Gen X and Y With the New Approach; Gen X and Y Salespeople Are Technology Savvy and Expect to Be Coached, Not Lectured
  • Conclusions

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