The Sales Operations Guide to Integrated CRM

Gleanster Research

While many organizations achieve acceptable ROI from their CRM/SFA implementations, a number of published surveys have revealed alarmingly high failure rates. A key challenge area involves lack of integration with other company sales and marketing processes and platforms. Leading CRM/SFA solution users and providers are just now beginning to focus on this integration challenge, which is ushering in the next evolution in CRM/SFA technology, what Gleanster refers to as Integrated CRM or "iCRM."

This Gleansight benchmark report explores why companies today are implementing CRM/SFA platforms and how they augment these platforms with lead management and sales automation capabilities.

Tags : crm, customer relationship management, sfa, salesforce automation, sales, operations, salesforce, sfa, sales optimization, sales manager, sales director, sales research, sales process, sales effectiveness


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Published:  Nov 08, 2012
Length:  25
Type:  White Paper