Gartner Research

How to Choose Your Best-Fit Vendor for Sales Force Automation

Published: 16 May 2019

ID: G00388215

Analyst(s): Theodore Travis , Guneet Bharaj


Implementing sales force automation technology requires a multiyear commitment to a vendor’s product and organization, and involves considerable time and expense. Application leaders should take these four steps to identify and reconcile trade-offs to pick the best-fit solution.

Table Of Contents
  • Key Challenges



  • Ensure the Evaluation Team Includes a Mix of Functional, Technical and Line-of-Business Staff
  • Link Selection to the Broader Sales Technology Strategy and Use Critical Use Cases
  • Take Charge of the Demo and/or Proof of Concept Processes
  • Scrutinize the Capability of the Vendor and Its Partner Ecosystem to Support Your Sales Execution Processes Holistically

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