Gartner Research

Improve Sales Tool Awareness and Adoption

Published: 18 July 2019

ID: G00441494

Analyst(s): Doug Bushee

Summary

Sales enablement leaders often struggle with low sales tool adoption because their sellers are not aware the tool exists or do not see value in it. To improve sales tool adoption, sales enablement leaders need to improve sales tool awareness and directly address the challenges to adoption.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Categorize Your Sellers and Drive Sales Tools Awareness
  • Drive Sales Tool Awareness
    • Build Momentum by Ensuring Early Adoption With New Hires
    • Target Sellers With Tailored Emails Based on the Adoption Category
    • Get Social
    • Leverage Other Communication Channels
  • Make the Tools Easy to Use and Provide a High Level of Seller Support
    • Embed Training Inside the Tool
    • Make the Tool Easier to Access and Integrate With Other Applications
    • Continually Provide and Seek Feedback
    • Integrate the Sales Tools Into the Sales Process
  • Provide Dashboards to Sales Leadership and Key Stakeholders
  • Conclusion

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