Technology is a growing and increasingly strategic investment for sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI).
Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use. The research benefits organizations interested in benchmarking their ROI calculation approaches and purchase justification processes with other large business-to-business sales organizations.
This Research Brief, an abridged version of the full research report, provides selected findings and exhibits.