Published: 21 September 2022
Sales force automation platforms enable collaboration, mediate interactions between buyers and sellers, and standardize CRM sales processes. Application leaders supporting sales should evaluate the 14 vendors against 12 critical capabilities within three use cases to identify vendors for further evaluation.
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The sales force automation platform (SFA) market is enabling more new capabilities to support remote selling and buying needs, such as team and buyer collaboration, proposal and quotation features, as well as, bot-supported mediation and IoT device support with some vendors offering the ability to invoke sales processes via smart home devices.
CRM suite functions — which unify standard CRM data objects with sales as well as other functions such as service and marketing visibility — are now offered by over 80% of the vendors evaluated in this Magic Quadrant.
Intermediate data ingestion — which capture signals from emails, calendar
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- Account and Contact Management
- Activity Management
- Opportunity Management
- Guided Selling
- Forecasting Management
- Mobile, IoT and Bot
- Lead Management
- Visualization and Analytics
- Partner Relationship Management
- Platform and Composability
- Proposal and Quote
- B2B Sales
- B2C Sales
- Indirect/Relationship Sales
Gartner Recommended Reading
Critical Capabilities Methodology