Executive Summary (This is a document excerpt)

Executive management consistently pressures sales managers to increase success rates, reduce sales cycle times, and ultimately improve and grow the top line. As a result, sales force automation (SFA) has become a primary focus for many IT and frontline business executives. However, business process gaps and limitations in technical functionality still exist — and offer an opportunity for newer SFA innovations to flourish. Forrester researched and spoke with several emerging SFA technology vendors to understand their solutions and identify how their solutions improve the sales process.

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