Executive Summary (This is a document excerpt)

In a recent survey, Forrester discovered that 25% of businesses rate their direct and indirect selling practices as poor/below average. Finding the right technology solution to boost your sales teams to best-in-class status can be daunting. To untangle the web of more than 30 leading sales force automation (SFA) and partner relationship management (PRM) products, sales leaders and application professionals should ask three questions: 1) What sales process problems do I need to fix?; 2) Which solutions fit the size of my organization?; and 3) What type of deployment approach is best for my company? Then, by using a methodical approach that identifies and measures your sales issues and scores solutions against a balanced set of criteria, you can illuminate the key tradeoffs among enterprise-class, midmarket, and specialty SFA/PRM products to reach a solution shortlist.

Buy Risk-Free

Download and print PDF immediately. Price: US $1749

Our Money-Back Guarantee: If you are not completely satisfied, return it for a full refund within three weeks of your online purchase.

Already a Forrester Client?
Log in to read this document.