Having a sales technology roadmap is not as common as you might think, even considering most organizations are using an average of 10 sales technologies – with plans to add an additional four or more within the year (2018 Sales Operations Optimization Study). Most sales organizations are creating their own tech stack in their own way, without a consistent approach.
Let’s first take a look at how sales technology decisions are made.
Sales technology decisions are often based on a specific problem someone is trying to solve, which can lead to an assortment of disparate technologies to manage. (Click to tweet)
It might be a salesperson looking to expand their social network presence trying out a month of free access to a social networking tool; a BDR who wants to be more organized in how they manage their time with outbound prospecting activities downloading a free version of a cadence software; or even
