How to Drive Adoption of Sales Technology: A Step-By-Step Guide


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Updated August 2022

Did you know you can likely increase your revenue just by using the sales technology you already have?

True story. Top performing sales reps use technology 30% more than average performers.

Sales technology adoption is not the same as implementation.

Adoption is changing behavior. It is sellers using technology to execute activities: sending emails, making calls, listening to recordings, updating forecasts, and more.

Let’s face it: no one enjoys change. Sales teams are already strapped for time and implementing new technology can be disruptive if not done right. Still, top revenue organizations focus on driving technology adoption to improve sales performance. That motivates behavior change in sellers.

Will it help them sell more, achieve quota, win more deals, or reduce administrative time?

Forrester SiriusDecisions
Technology-Enhanced Selling

What's Inside This Guide

It doesn’t matter whether you are just getting started with sales tech or you’ve used it for years – adoption is an ongoing process. A process that, in most companies, can always be improved. Here's what you'll find inside this free guide:

  • Best practices for defining adoption within your organization (spoiler alert: adoption is not the percentage of active users)
  • Worksheet to calculate the adoption gap to understand how each level of adoption impacts performance among business units
  • Sales technology adoption checklist to make sure you are on the right track to increase revenue