Gartner Research

Evaluate the Impact of Sales Force Automation Functionality

Published: 28 January 2014

ID: G00261798

Analyst(s): Robert P. Desisto

Summary

This research provides an overview of sales force automation application functionality and its beneficial impact. Here, we describe key functional categories and components, and advise on their suitability for a sales organization.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • Sales opportunity management applications will help vice presidents of sales improve sales pipeline health and/or quality
  • Sales effectiveness applications help salespeople and other supporting sales team members (for example, sales engineers) match customers' needs with products and services, reduce proposal cycle times, and improve outcomes of sales call engagements
  • Sales performance management applications can help vice presidents of sales improve the organic quality of salespeople through ongoing development, tracking, training, coaching and increasing the salespeople's skills, capabilities and knowledge

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