Gartner Blog Network

Tag: 'sfa' Blog Posts

from the Gartner Blog Network

Catching Up with the Gartner CRM Sales Research Team

by Tad Travis  |  August 18, 2017

It has been a busy, fruitful summer for me and my colleagues in the Gartner CRM Sales research practice.  In the last three months we: Published the 2017 version of...

Read more »

Gartner Publishes the Magic Quadrant Sales Force Automation, 2017

by Tad Travis  |  July 13, 2017

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 16 vendors. Within this group, Gartner finds a...

Read more »

Gartner Releases the CRM Sales 2017 Cool Vendors Report

by Tad Travis  |  May 19, 2017

Colleague Ilona Hansen and I are pleased to announce the newest Cool Vendors for the CRM Sales research practice. We review three vendors with innovative, algorithm-based solutions that improve coaching...

Read more »

Gartner 2016 CRM Sales Predicts

by Robert Desisto  |  December 1, 2015

Our 2016 CRM Sales Predicts looks at four main themes: mobile productivity, big data and analytics, partner experience, and smart machines. The focus of our mobile productivity predict is to...

Read more »

The Most Underused Capability of SFA Systems

by Tad Travis  |  August 21, 2015

There is a low-cost, high-value component of B2B SFA systems that are rarely appreciated and rarely implemented: making the SFA their sole source of institutional memory about their relationships with clients....

Read more »

Sales Performance Management Capabilities for Sales Execution

by Tad Travis  |  August 18, 2015

I regularly speak with companies that are chasing after sales execution excellence, despite having used SFA systems for multiple years.  SFA systems are well suited to capturing sales activity, and for giving...

Read more »

Now Live: Gartner 2015 Magic Quadrant for Sales Force Automation

by Tad Travis  |  July 9, 2015

Gartner has published the 2015 version of the Magic Quadrant for Sales Force Automation, available to Gartner clients on gartner.com here. The Magic Quadrant reflects the considerable change in the SFA marketplace...

Read more »

A CRM Litmus Test Question: Who Owns the Client Relationship?

by Tad Travis  |  July 6, 2015

The question: when discussing your company's clients and prospects, what pronouns do you use? I recall an interaction some time ago in which a sales account executive attempted to rally support...

Read more »

Gartner's Market Guide for Digital Content Management for Sales

by Tad Travis  |  July 1, 2015

Yesterday, Gartner published the first Market Guide for Digital Content Management for Sales  (accessible only to Gartner clients).   These solutions include capabilities like repositories, authoring tools, and collaborative environments and interfaces for...

Read more »

The Road to Enduring SFA Adoption Success: Part 3

by Tad Travis  |  March 19, 2015

Lately, I've spoken with several companies that are achieving strong business value from their SFA programs. These companies have clearly achieved durable usage and business value.    Given that I've talked with many...

Read more »