Gartner Research

Mobile Devices Are a Major Disrupter for Sales Applications

Published: 10 June 2014

ID: G00263996

Analyst(s): Robert P. Desisto

Summary

Mobile devices will have the biggest impact on sales force automation since the laptop was introduced decades ago. To take advantage of this trend, sales application managers must refocus their SFA projects and implementations.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • Task-driven mobile applications provide greater productivity for salespeople but will require sales application managers to take new approaches to SFA application delivery
  • 24/7 access of mobile devices by salespeople will enable sales application managers to improve data quality and adoption of SFA applications
  • Tablets improve the effectiveness of face-to-face selling interactions and executive visibility, but can't completely replace laptops for all salespeople

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