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 Releases the 2017 Magic Quadrant and Critical Capabilities for Sales Performance Management

by Tad Travis  |  March 29, 2017

Colleague Melissa Hilbert and I are pleased to announce the latest version of the Magic Quadrant for Sales Performance Management.  For those not familiar with this Magic Quadrant, it is an annual examination of vendors for incentive compensation, quota management, and territory management. The SPM market continued to mature in 2016, growing to an estimated $753 […]

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2016 Recap: The Third Wave of Sales Automation is Here

by Tad Travis  |  January 3, 2017

At the risk of being proven embarrassingly wrong, I think that history will find that 2016 was a seminal year for sales automation technology.  It was the year that the third wave of sales automation technology broke into the mainstream. Wave 1:  Client-server and desktop based sales systems Wave 2: Web 2.0 and API-based sales […]

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Gartner Predicts a Digital Future for CRM Sales Technology

by Tad Travis  |  October 31, 2016

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 […]

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Gartner Announces the 2016 Market Guide Digital Content Management for Sales

by Tad Travis  |  October 13, 2016

Gartner is pleased to announce the newest installment of the annual Market Guide, Digital Content Management for Sales.  This year, the guide expands to 18 vendors and includes new analysis that compares sub-functionality across all 18 vendors.  The market guide is most relevant to software buyers that need sales content solutions for long-cycle B2B and B2C sales processes […]

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Announcing the Gartner Sales Force Automation Magic Quadrant, 2016

by Tad Travis  |  August 10, 2016

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant expands to 19 different products. It includes a wide range of offerings, spanning from mobile-first solutions suitable for small businesses up to enterprise-class solutions that meet complex selling requirements. Among the list of qualification […]

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Gartner Announces the 2016 Hype Cycle for CRM Sales

by Tad Travis  |  July 7, 2016

The CRM Sales research team at Gartner is pleased to announce the newly released 2016 Hype Cycle for CRM Sales.  The Hype Cycle is a useful tool for assessing the relative maturity of established sales technologies and the relevance of new, emerging sales capabilities. Generalizing across the 30+ profiles in the Hype Cycle, Gartner believes […]

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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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