Gartner Research

How to Improve SFA Adoption and Manage Program Ownership

Published: 14 June 2016

ID: G00300230

Analyst(s): Theodore Travis , Matthew Hotle


IT leaders supporting sales operations often ask Gartner about governance techniques to improve usage and adoption of sales force automation applications. This document advises them how to do this and how to manage SFA program ownership.

Table Of Contents
  • Key Challenges



  • Achieve Strong End-User Adoption of SFA by Addressing Both the Symptoms and the Causes of Weak Adoption
  • Overcome SFA Program Ownership Conflicts by Adopting Gartner's Pace-Layered Methodology for Sales

Case Study

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