Gartner Research

Hype Cycle for CRM Sales, 2016

Published: 05 July 2016

ID: G00289824

Analyst(s): Ilona Hansen , Theodore Travis


IT leaders supporting sales should evaluate the many emerging and maturing technologies in CRM for sales to improve their roadmap for sales execution.

Table Of Contents


  • What You Need to Know
  • The Hype Cycle
  • The Priority Matrix
  • Off the Hype Cycle
  • On the Rise
    • IoT for CRM Sales
    • Voice-Driven Sales Apps
    • Strategic Account Management
  • At the Peak
    • Recurring Revenue Management
    • MDM and Social Data
    • Customer Success Management for CRM
    • Mobile Sales Productivity
    • Cognitive Expert Advisors
    • Predictive B2B Marketing Analytics
    • Sales Performance Management
    • Voice of the Customer
    • Sales Coaching Solutions
    • Sales Predictive Analytics
  • Sliding Into the Trough
    • Social for Sales
    • Inside Sales
    • Sales Appraisal and Evaluation Management
    • Sales Objective and Quota Management
    • Video Technology for Sales
    • CPQ Application Suites
    • Sales Analytics
    • Gamification
    • Price Optimization and Management for B2B
  • Climbing the Slope
    • MDM of Customer Data
    • Partner Relationship Management (PRM)
    • Territory Management
    • Business Information Services for Sales
    • Sales Contract Management
    • Sales Training Solutions
    • Sales ICM
  • Entering the Plateau
    • Digital Content Management for Sales
    • Lead Management
    • Mobile Sales Force Automation Containers
    • Sales Force Automation SaaS
    • Proposal Generation Systems
  • Appendixes
    • Hype Cycle Phases, Benefit Ratings and Maturity Levels

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.