Gartner Blog Network

Gartner Predicts a Digital Future for CRM Sales Technology

by Tad Travis  |  October 31, 2016  |  Submit a Comment

In time for IT leader’s 2017 strategic planning work, the Gartner CRM Sales research practice has released the latest Strategic Planning Assumptions for sales technology.  The newest predictions draw upon trends in algorithmic systems, advanced analytics, even-driven application design, and business graphs.

Gartner regularly speaks with IT leaders that ask about the next big thing in sales technology. While many companies are looking for incremental changes in order to make short-term efficiency gains, others are asking about technology that will put them on the leading edge of business transformation.

The newest predictions support both of these objectives. But just as importantly as these goals, Gartner believes that IT leaders need to beginning planning now for the digital future of sales.  There is wave of digital transformation coming to sales processes that will permanently change how sales organizations sell and operate.

Gartner’s CRM Sales predictions includes analysis about:

  • Artificial intelligence for improving lead conversion and opportunity closure rates.
  • Using advanced analytics to reduce time-intensive sales compensation tasks and to uncover new insights that improve how plans are designed and implemented.
  • Event-driven application architectures that digitalize B2B sales processes entirely new means of engaging with customers

We also replay our 2015 prediction about business graphs because it ties in with the new 2016 predictions:  By 2018, 20% of large B2B organizations will build business graphs of their sales processes to improve their sales execution.

Gartner clients can access the full report here.

Everyone is also invited to review Gartner’s big-picture predictions:  Gartner Reveals Top Predictions for IT Organizations and Users in 2017 and Beyond, which is available to everyone on the Gartner web site.



Additional Resources

100 Data and Analytics Predictions Through 2024

Gartner’s annual predictions disclose the varied importance of data and analytics across an ever-widening range of business and IT initiatives. Data and analytics leaders must consider these strategic planning assumptions for enhancing their vision and plans.

Read Free Gartner Research

Category: crm  customer-experience  data-and-analytics-strategies  technology-and-emerging-trends  

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

Leave a Reply

Your email address will not be published. Required fields are marked *

Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.