Is Sales Tech an Afterthought in Your Planning Process?

When you think about your annual sales planning process, where does sales tech come into play? It’s most likely toward the tail end of the process, when you have your CRM admin update CRM with the new fiscal year territory and account assignments. Or it might be part of your budgeting exercise with finance and IT. In most cases, when it comes to planning for sales tech, it tends to be in a reactive manner.
Sales organizations continue to experience sales tech adoption challenges, including CRM adoption, yet we continue to manage sales tech as an afterthought.
It’s no wonder that 78% of respondents in our 2019 World-Class Sales Practices Study indicated their sales tech stack does not address their selling challenges! (Click to tweet)
Proactive Planning Is Key
Let’s take a look at why you want to be more proactive when planning for sales tech… and what you can do to get there.
First,