Gartner Research

Case Study: Future-Focused Needs Assessment for Improved Sales Technology Selection (S&C Electric Company)

Summary

Sales operations leaders often initiate technology purchases with well-intentioned but inaccurate assumptions about seller needs, leading to poor adoption, performance and shelf life. This case study shows how to effectively collect evidence and focus IT guidance to improve technology selection.

Published: 11 May 2021

ID: G00744991

Analyst(s): Sales Research Team

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