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

The Future of Sales in 2025: A Gartner Trend Insight Report

by Tad Travis  |  September 14, 2020

Gartner is very happy to announce the publication of “The Future of Sales in 2025: A Gartner Trend Insight Report.” In this special report, we establish what sales leaders and CRM applications leaders need to know now about how B2B sales strategies, processes, and technology are transforming. The next five years will be feature these […]

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Have Your Clients Gone Quiet Because of COVID-19?

by Tad Travis  |  March 16, 2020

Of course, COVID-19 is on my mind, and it has me thinking. In general, I like to think about long-term trends.  I like to think about human motivations.  And I like to think about systems. Putting all of it together, I suspect that many B2B sellers are going to see a temporary slow-down, as prospects […]

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The Gartner Magic Quadrant Sales Force Automation, 2019

by Tad Travis  |  July 11, 2019

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 19 vendors.  Several vendors changed position in this year’s installment.  SAP and bpm’online move into the Leaders quadrant.  CRMNEXT and Zoho move into the Challengers quadrant. New vendors in the Magic Quadrant include: Vtiger, […]

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Gartner Launches the CRM Sales Technology Key Initiative

by Tad Travis  |  February 14, 2019

I am pleased to announce that Gartner has launched our new formal program for sales technology research.  Yes, we have long covered CRM technology for sales at Gartner.  What is different is that this is the first time in years that we have created a dedicated research agenda specifically for sales technology. In previous years, […]

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Gartner Predicts: Digital Optimization Disrupts CRM Sales Tech

by Tad Travis  |  December 4, 2018

Gartner is pleased to announce our latest version of the annual predictions note, Predicts 2019: CRM Sales Technology Will Align With Digital Optimization Objectives.  The full report is available to Gartner clients here. In this installment, I and my colleagues on the CRM Sales research team delve into the micro and macro trends in the CRM […]

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A New Monday Morning Litmus Test for CRM Sales

by Tad Travis  |  November 16, 2018

Two years ago, I posted  my short-cut method for evaluating sales technology solutions.  Called the Monday Morning Litmus test, it had two components. From the prospect of an end-user of sales technology: Does the solution tell me what to do next with this account or deal? Does the application tell me something about my business that I […]

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Is Digital Transformation in CRM Sales Tech a Thing?

by Tad Travis  |  October 30, 2018

Last week I wrote about my top take-way from the US Gartner Symposium event.  My talks with CRM leaders revealed a persistent interest in technologies and processes that will help them to digitalize their sales processes.  Commonly, IT leaders frame this as a digital transformation request. The use of the term “digital transformation” in this […]

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Top CRM Sales Take-Aways from Gartner Symposium 2018

by Tad Travis  |  October 23, 2018

This year, Gartner drew more that 9,000 IT leaders to Orlando for the annual US Symposium event.  I look forward to attending the US Symposium every year because I always have fascinating  talks with a wide range of IT leaders. Each year,  a clear trend emerges from those talks. Two years ago, a number of CIO’s asked which […]

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Gartner Publishes the Magic Quadrant Sales Force Automation, 2018

by Tad Travis  |  July 9, 2018

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 15 vendors. Within this group, Gartner finds a wide range of offerings, spanning solutions that manage complex B2C sales processes, to highly functional applications suitable for small sales teams. Among the list of qualification criteria […]

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Is It Possible to Measure “Ease of Use” in CRM Sales Applications?

by Tad Travis  |  June 29, 2018

This is a question that occupies more of my brainspace that probably should. It comes up regularly in talks with Gartner clients, as in “We want to replace our Sales Force Automation tool because our sales users don’t like the current system. What is out there that is easy-to-use? What gets the best marks for […]

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