Technology is one of the top three expenses for sales organizations, right behind personnel costs (e.g. salary and compensation) and hiring, onboarding and training sales reps. Yet, when it comes to making sales technology decisions, even the most sophisticated organizations can sometimes be swayed by hype, market buzz, unrealistic expectations or prior executive experience. Deciding whether to invest in a new technology and then selecting a vendor can be a daunting task. The best approach is to use a consistent evaluation and selection process that incorporates a decision gate at every phase.
Organizations that use this three-phase approach to evaluate, select and implement sales technology are much more likely to achieve sustained, measurable benefits from their technology investments.
Steve Silver is a Senior Research Director of Sales Operations Strategies at SiriusDecisions. Steve brings with him more than 20 years of executive-level experience spanning sales operations, sales and product marketing. Follow Steve on Twitter @jstevensilver.