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 did not already know?
This model is useful because it gets at the heart of what makes software valuable. The value of the solution is directly proportional to the quality of insights that the system enables.
The issue I encounter too often is that many traditional sales technologies are only valuable if users enter data into the systems. Manual data entry is the weak link in the value chain of sales execution. If I encounter a solution that relies to much on manual data entry by sellers, then the solution is already in a difficult spot.
Fortunately, this is changing. If you have read my recent posts about digital optimization, then you are aware that application leaders now have a much expectations from their CRM Sales systems. They want systems that increasingly digitalize sales interactions with prospects and customers. This is necessary so they can benchmark their sales execution, both in terms of seller engagement and buyer engagement.
So, the Monday Morning Litmus Test now has a third component: Does the solution optimize the user experience, reducing the manual data entry needed from sellers, while making it easy for sellers capture the context, importance, and detail associated with a customer interaction.
Gartner clients will be aware that we now publish two Cool Vendor reports per year in our research practice. Many of the vendors we have covered in the last two years in the Cool Vendors report do indeed solve for this new component
Read Complimentary Relevant Research
Realizing the Benefits of Superior Customer Experience: A Gartner Trend Insight Report
Nearly half of organizations in a Gartner survey claimed they can track the financial benefits of CX projects, while Gartner's marketing...
View Relevant Webinars
The Core of Great Customer Experience: Humans or AI?
Artificial intelligence (AI) is a top discussion item for most business and IT executives because of its potential disruption. For most...
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.