![]() ![]() ![]() Gartner’s analysis captures the time shortage that Sales VPs I know are facing they have to get to high quota levels while also managing a diverse set of leadership responsibilities as well. Gartner calls this area Sales Performance Management (SPM) and shows it has the highest benefit of all SaaS-based sales management applications in the next two years. While each of these areas is essential, many companies, even those in enterprise software, have ignored these areas, allowing them to stay manually based. This Hype Cycle also reflects the urgency I hear from Sales VPs who want to get in control of the complex compensation, quota, territory management, job appraisal and sales coaching responsibilities they have. Gartner shows this is a high priority for its CRM clients by underscoring which technology and application areas of the hype cycle are responding to his market dynamic, and which aren’t. What the Hype Cycle for CRM Sales, 2012 MeansĬRM’s real value is in unifying an entire enterprise based on its ability to sell, serve and retain customers better than before. ![]()
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