Gartner Research

Evaluate Emerging Sales Performance Management Technologies to Improve Sales Execution

Published: 18 August 2015

ID: G00269515

Analyst(s): Theodore Travis

Summary

IT leaders looking to improve sales execution should assess three new types of technology in the field of SPM software: sales training technologies, sales performance monitoring technologies, and technologies that use predictive and behavioral analysis.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • New sales training technologies based on behavioral science and direct integration with SFA systems are disrupting traditional training technologies, such as LMSs
  • Emerging sales performance monitoring solutions that use big data and business graph techniques improve how companies monitor, analyze and enhance their sales execution
  • New predictive and behavioral analysis techniques improve how companies interview, evaluate and onboard candidates for sales positions

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