Gartner Blog Network

Patrick Stakenas
Research Director
1 year at Gartner
14 years IT industry

Patrick Stakenas is a research director at Gartner Research. His primary focus is on sales performance management (SPM) and mobile. Mr. Stakenas has extensive expertise in SPM, CRM, SaaS and cloud computing models. He has application expertise in SPM, incentive compensation, sales force automation (SFA) ...Read Full Bio

What’s new in SPM: The Changing World of Sales Training

by Patrick Stakenas  |  November 11, 2013

Seriously!  Why has it taken so long for industrious sales leaders to finally figure this out?  I remember what it was like joining a large paper manufacturer in the mid eighties starting my career in outside sales.  It all began with 3 weeks in a room with 20 other new sales recruits, covering all aspects […]

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New Entrys to Sales Performance Management (SPM) Like Salesforce.com Zoho are catching up with SPM in a fast way

by Patrick Stakenas  |  September 6, 2013

The breadth and depth of SPM continues to broaden substantially to include key functionalities supporting sales and the utilization of tools to  assist in the behavioral management of salespeople. Gartner analyzes key vendors with SPM product suites for business leaders and sales teams.  Sales performance management (SPM) encompasses operational and analytical functions to automate and integrate processes […]

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Are you Ready to Handle the Changing World of Sales Performance Management and Sales Effectiveness

by Patrick Stakenas  |  August 20, 2013

Technologies are evolving and disrupting the broader market of sales force automation and even more so at the actual place where selling occurs. This requires sales leaders of the future to become more proficient in leveraging tools for sales and sales management. Big competitive differentiation can be found in process, system and salesperson improvements. Tomorrow’s sales […]

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Social for Sales Finally Making a Dent in the Selling World

by Patrick Stakenas  |  May 31, 2013

I have viewed numerous vendors recently that are making progress on using “Social” within the sales process.  Throw out the notion of finding leads on facebook,  twitter or linked in…. it can be done.. but its not efficient and I have not heard of any real solid case studies where this has been done on a […]

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Sales Performance Management is coming into its own…

by Patrick Stakenas  |  October 23, 2012

It seems that the days of sales organizations using purely Incentive Compensation Management (ICM) are drawing to an end as best of breed vendors build out their product suites to include elements of training management, behavioral management and coaching systems.  In a recent research by Gartner top best of breed vendors cited most ICM deals are […]

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The End of Solution Selling? – Hardly…

by Patrick Stakenas  |  October 3, 2012

I have been meaning to write about an HBR article the was published last August on “The End of Solution Selling” and the referenced material in the comments that followed on line related to “The Challenger Sale”  The sales methodology or concept of “Challenger” has certainly stirred debate within the sales world and the interest of those swimming in the social […]

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Apply Directional Sales Analytics to Drive Success: Business Intelligence for CRM and Sales Leaders

by Patrick Stakenas  |  August 31, 2012

 Analytics, Analytics, Analytics…  take note if you are not building a model and leveraging “Actionable Data” that you are behind the eight ball. Sales management will respond to emerging developments and drive change in the sales process strategy by using the sales analytic frameworks. Sales leadership generally has the ultimate responsibility of increasing revenue and managing […]

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What will the VP of Sales role look like in 10 years?

by Patrick Stakenas  |  July 18, 2012

The VP of Sales, Head of Sales, Chief Sales Officer… (pick your title) role continues to evolve and change as technology, processes and legislation continue to evolve.  10 years ago the sales organziation was run on spreadsheets and “Big Data” wasnt a term.  Mobile accessability was very limited, virtual offices were less prevelant and almost all training was […]

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Its all about the Sales Rep. SPM Sales Performance Management

by Patrick Stakenas  |  May 6, 2012

Preparing for the keynote on Monday morning and reviewing notes for the Callidus C3 conference tomorrow. It really is all about the individual sales person. Yes strategy is key, but at the end of the day it is the collective efforts of the direct, tele, contact center and customer service person who will make or break […]

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Sales Performance Management is coming on strong!

by Patrick Stakenas  |  March 24, 2012

I had numerous conversations this week that support how SPM is breaking  away from what has traditionally been considered CRM.  There is no doubt having an SPM strategy and using supporting  technologies can effectively and measurably improve sales revenue. http://my.gartner.com/portal/server.pt?open=512&objID=256&mode=2&PageID=2350940&ref=g_emalert&refVal=4488714&resId=1961617  

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