Gartner Blog Network

Leading Sales Operations with Empathy During the Coronavirus Pandemic

by Dave Egloff  |  March 18, 2020

There is no other way to say it.  The feeling of normalcy has been replaced by some fear and uncertainty.  Depending on where you live and perhaps your level of...

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Less Traditional Ways to Describe Sales Operations Activities

by Dave Egloff  |  March 9, 2020

If you were to ask many sales operations leaders to describe their team’s activities, you will undoubtedly hear about efforts spanning: Sales technology Analytics and reporting Field support Sales compensation...

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Successful Sales Integrations Begin with the Sales Leader

by Dave Egloff  |  February 11, 2020

The current uncertainty in the marketplace has put many organizations on the move so they can be winning in the turns. Winning in the Turns is a set of management...

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The Bane of Quota Setting – 5 Things To Know

by Dave Egloff  |  January 30, 2020

Does anyone enjoy setting sales quotas?  I think not.  The common expression is that quota setting is a mix of art and science.  This might be true, but it’s also...

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Three Approaches to Sales Force Sizing

by Dave Egloff  |  January 9, 2020

Sales force sizing is the strategic and analytical process of determining the optimal number of sellers by role, segment, etc. Since a sales force is an investment in growth, sales...

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Value of Well-Designed Sales Compensation Documents

by Dave Egloff  |  December 23, 2019

Sales compensation documents are too often written to satisfy the needs of the organization as opposed to the needs of the seller. Sound crazy? Perhaps but it's true. Certainly, these...

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Get More from Your Win-Loss Analysis

by Steve Rietberg  |  December 23, 2019

There are plenty of famous quotes that remind us that we learn more from our failures than our successes. I'm sure you've seen them: "We learn from failure, not from...

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Five Questions CSOs Should Ask Before Approving Sales Compensation Plan Designs

by Dave Egloff  |  November 20, 2019

Each year, Chief Sales Officers (CSOs) must approve the sales compensation plans. During this approval, CSOs should ensure that their sales compensation plans: Align with the overall sales strategy Motivate...

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Five Tips to Improve Sales Effectiveness of Smaller Teams

by Dave Egloff  |  November 7, 2019

Nearly all sales leaders have an eye on sales effectiveness. However, it is those leading smaller sales forces that should be the most keenly aware of where sellers are losing...

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Use Call Plans to Instill Sense Making Behaviors

by Steve Rietberg  |  October 28, 2019

Your customers spend much less time with sellers than you may think. Gartner research shows that B2B customers spend only 17% of their buying journey engaging with prospective suppliers. So...

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