Gartner Research

Assess the Importance and Value of Mobility for Sales Force Automation

Published: 26 September 2014

ID: G00270291

Analyst(s): Robert P. Desisto

Summary

During Gartner's Webinar on Mobile Selling, we polled attendees regarding their sales organizations' smartphone and tablet use. Sales application managers assessing mobile device effects on SFA projects should focus first on the impact of new SFA opportunities with tangible business impacts.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • Ease of use and access will accelerate sales application managers' adoption of sales force automation applications via mobile smartphones
  • Sales application managers' mobile strategies will need to incorporate smartphone and tablet form factors, because different device forms will serve different purposes
  • iOS leads most North American and EMEA mobile deployments, but, due to BYOD programs, multiple OSs will require SFA application managers to balance device-specific capabilities with multi-OS considerations
  • Sales application managers who deploy mobile SFA applications will significantly improve their business outcomes

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