Top Customer Relationship Management (CRM) Sales Technologies

Drive better sales outcomes through technology investments

In sales, optimizing CRM sales technology matters

Sales technology automates the full scope of the sales value chain, including planning, enablement, execution and optimization. However, all too frequently, sales leaders purchase sales technology on faith, believing that just by installing the technology they will drive better outcomes. In reality, Gartner research shows that just 24% of companies believe that their sales technology implementation is optimized.

A man and women look at a laptop screen.

This has been saving me in labor alone about one and a half FTEs ... so we’re quicker, almost 10% to 15%, to a better starting point. We can accelerate from the start rather than grind to a start on some of the projects, which is useful.

Will Matthews

BAE Systems Applied Intelligence

Drive better sales outcomes with these CRM sales technologies

Discover the most relevant digital technologies that optimize an organization’s sales strategy, sales processes, spanning planning, enablement, execution and analysis capabilities.

Insights you can use

To help sales leaders transform the CRM sales technology program into a driver of better sales outcomes, we address the 5 most common client challenges: 

A graph displaying the Hype Cycle for CRM Sales Technology with the x-axis representing time and the y-axis representing expectations, highlighting the positions of CPQ Application Suites and Partner Relationship Management (PRM).

Quote to cash

Quote-to-cash tools automate the complex, multistep sales process that sellers must execute to generate quotes and prospect proposal requests. We delve into how technologies such as configure, price & quote (CPQ) and price optimization & management (PO&M) can manage and optimize the sales process.

Sales enablement

Sales enablement tools promote the content, training and coaching that help sellers and managers learn how to engage with buyers. We examine how sales enablement tools are evolving from single to multipurpose solutions to improve sales coaching and training.

A graph titled Hype Cycle for CRM Sales Technology with the x-axis representing time and the y-axis representing expectations, highlighting the positions of Sales Engagement Platforms and Sales Training and Coaching Solutions.
A graph displaying the Hype Cycle for CRM Sales Technology with the x-axis representing time and the y-axis representing expectations, highlighting the positions of Sales Acceleration and Lead Management.

Sales execution

Sales teams require tools to not only support their sales process optimization efforts, but also to improve pipeline management to gain customer purchase intent. We support sales teams in becoming more adept at delivering new emerging solutions to improve sales execution.

Sales performance and management (SPM)

SPM systems are designed to drive operational efficiencies by automating back-end operational sales processes. These capabilities support optimization by improving revenue contribution and accuracy. We help you reduce operational inefficiencies and select the right SPM systems to manage sales performance.

A graph displaying the Hype Cycle for CRM Sales Technology with the x-axis representing time and the y-axis representing expectations, highlighting the position of Sales Performance Management.
A hype cycle graphic titled CRM sales technology displaying the Sales Technology Strategy.

Sales technology strategy

Sales organizations have three common program needs: 1) Building a long-term sales technology roadmap, 2) increasing the usage of sales technologies, and 3) supporting the overall business objectives. We help you address these common program needs to better execute your sales process.

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Sales leaders face unprecedented changes in customer expectations, technology and the talent needed to drive results. At Gartner CSO & Sales Leader Conference, sales leaders will learn from the latest research and Gartner experts covering sales talent, customer buying behavior, account-based marketing strategies and leveraging digital channels.

This was my first Gartner conference and I was blown away by the depth of content and delivery of insight. I can already count 10 immediate action items to take back to my team — and it’s only the beginning of day 2!

Brandy Kline

Expert Sales Enablement, Allscripts

Gartner topic experts

The Gartner sales team includes experts worldwide.

Brent Adamson
Distinguished VP, Advisory

Brian Cain
Sr Principal, Advisory

Scott Collins
VP, Team Manager

Tom Cosgrove
Sr Director, Advisory

Matt Dudek
VP, Team Manager

Cristina Gomez
Managing VP

Rick Karlton
Managing VP

Matthew Kiel
VP, Team Manager

Danielle McKinley
Director, Advisory

Nick Toman
Distinguished VP, Research

Gartner is a trusted advisor and an objective resource for more than 15,000 enterprises in 100+ countries.

Gartner for Sales provides sales leaders with the insights, advice and tools they need to address their mission-critical priorities.