Patrick Stakenas

A member of the 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

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Its all about the Sales Rep. SPM Sales Performance Management

by Patrick Stakenas  |  May 6, 2012  |  3 Comments

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 the number.  Every firm large and small must have people who are engaged with the business, have more than the necessary skill set, must know the products, the market, the competition… sounds basic… but perhaps we are back to the basics


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