Gartner Blog Network

Tad Travis
Research Director
1 year at Gartner
15 years IT Industry

Tad Travis is a Director in Gartner Research. He is responsible for managing the Sales Performance Management (SPM) sector of Gartner's CRM research practice. His research focuses primarily on SPM tools and capabilities to drive sales effectiveness and efficiency in all industries. Read Full Bio

Gartner Announces the 2016 Cool Vendors in CRM for Sales

by Tad Travis  |  April 8, 2016

As we do every year, the CRM for Sales research team has selected another class of Cool Vendors.  This year, we selected vendors that offer interesting capabilities for sales enablement and prospect management. Allego improves sales training with advanced technology for distributing sales training videos. Conversica has designed artificial intelligence technology to create two-way conversations […]

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Gartner Announces the 2016 Magic Quadrant for Sales Performance Management

by Tad Travis  |  January 21, 2016

Gartner subscribers are invited to download the newly released  2016 Magic Quadrant for Sales Performance Management (SPM) from the Gartner portal. Selected highlights from the Magic Quadrant include: The SPM software market grew approximately 10% in 2015 to $715M USD Several vendors posted strong revenue gains and strong customer acquisition rates since the last Magic Quadrant […]

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The Monday Morning Litmus Test for Evaluating CRM Sales Technology

by Tad Travis  |  January 13, 2016

I regularly speak with emerging technology vendors with new solutions for improving sales execution.  After hearing about their capabilities, problem statements, and value propositions, I assess the relative value of their offerings by questioning how it improves sales execution, starting with a very basic initial step.  I take the perspective a sales user, asking one of these questions […]

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Sales Performance Management Bridges the Gap between Corporate Planning and Sales Execution

by Tad Travis  |  December 18, 2015

I regularly speak with Gartner clients that want to increase their sales efficiency and effectiveness outcomes. While some of these conversations concern strategy, they most frequently ask about sales processes and systems that will: Align their sales plans with their corporate objectives Improve the efficiency of sales operation processes, particularly for incentive compensation, quota and territory management processes Improve sales execution […]

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Gartner Publishes the 2015 CRM Sales Predicts

by Tad Travis  |  December 1, 2015

The  2016 CRM Sales Predicts  addresses emerging technologies and trends for sales technologies that IT leaders should evaluate as they enter 2016. Key findings in the research relate primarily to B2B selling processes and technology: The vast majority of salesperson communications (emails, texts, meetings) with customers are either not documented or poorly documented, with incomplete information in sales force automation (SFA) […]

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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. Ironic, given that SFA is an important component of CRM and that “Relationship” is supposed to be the operative concept in the CRM. Stop me if you think […]

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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 access to information on accounts, opportunities and forecasts. But they are less well-suited to be engines of sales execution. Effective sales execution requires a combination […]

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Preview of Gartner’s Customer 360 Event

by Tad Travis  |  August 12, 2015

Gartner returns to San Diego for this year’s Gartner Customer 360 Summit, featuring the theme “Delivering Great Customer Experiences at the Speed of Digital Business.”  At this event, Gartner covers every strategic and tactical consideration you need to build a successful CRM and CX program. Don Schiebenreif, Gartner  research VP with Gartner’s Industries Research group, headlines […]

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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 that Gartner has observed in the past year: the addition of two new vendors to the Magic Quadrant the continued growth and improvement in the SaaS […]

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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 for an urgent up-sell deal. The representative used the phrase “my client” several times in an email to the extended account team and relevant SME’s. After several […]

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