Gartner Research

Critical Capabilities for Sales Force Automation

Published: 24 July 2017

ID: G00324811

Analyst(s): Theodore Travis , Julian Poulter , Ilona Hansen


Opportunity management, forecasting, and mobile apps are key capabilities in the sales force automation market. Application leaders guiding long-cycle and short-cycle B2B, B2C and relationship-selling organizations must implement tools that will improve sales execution to gain efficiency.

Table Of Contents

What You Need to Know


  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Aptean
    • Base
    • bpm'online
    • Infor
    • Microsoft
    • NetSuite
    • Oracle
    • Pegasystems
    • PipelineDeals
    • Salesforce
    • SAP (CRM)
    • SAP (Hybris Sales Cloud)
    • SugarCRM
    • Xiaoshouyi
    • Zoho
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Account and Contact Management
    • Activity Management
    • Opportunity and Pipeline Management
    • Forecasting Management
    • Reports and Dashboards
    • Mobile
  • Use Cases
    • Long-Cycle B2B Sales
    • Short-Cycle B2B Sales
    • Long-Cycle B2C Sales
    • Short-Cycle B2C Sales
    • Indirect/Relationship Sales
  • Vendors Added and Dropped
    • Added
    • Dropped

Inclusion Criteria

  • Critical Capabilities Rating

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.