Gartner Blog Network

Category: 'sales-operations' Blog Posts

from the Gartner Blog Network

Start Saving for Predictive Analytics

by Steve Rietberg  |  August 8, 2019

When I was young and fresh out of college, people urged me to start contributing to a retirement fund as soon as I could. They explained that since I had...

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Sales transformation requires vision and execution

by Dave Egloff  |  August 6, 2019

There is a proverb that says, “Vision without action is a daydream; action without vision is a nightmare.”  This is a great saying with broad appeal and application.  Clearly, we...

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Why Sales Capacity Matters

by Steve Rietberg  |  July 23, 2019

As a sales operations leader, you are under continual pressure to deliver better analytical insight. But your team's time is limited, and developing custom analyses can't interfere with supporting sellers....

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Sales Compensation Redesign Pre-work

by Dave Egloff  |  July 15, 2019

It’s getting to that time of year where sales compensation design discussions are about to kickoff.  For many stakeholders — including compensation plan designers, sales leaders, and senior executives  —...

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Sales Productivity Improves Decision Making

by Dave Egloff  |  June 26, 2019

In my last blog post, I talked about the intricacies in calculating sales productivity in a complex sales environment.  I ended that post with this statement, “Despite being nuanced, creating...

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Complexity of Sales Productivity

by Dave Egloff  |  June 10, 2019

Seller productivity is a popular metric for many sales leaders. Simply stated, sales productivity can equal the revenue generated by the seller’s book of business.  However, as sales organizations evolve...

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Measuring Seller Performance – Absolutely or Relatively

by Dave Egloff  |  May 29, 2019

Sales leaders examine seller performance in distinct ways.  Two common methods include using either an absolute or relative approach. Absolute Sales Performance Absolute sales performance is the simplest approach where...

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The Evolution of Sales Operations

by Dave Egloff  |  April 28, 2019

The sales operations function is on a transformative journey.  In working with many leaders, it’s clear that any sales operations organization can be plotted along a maturity continuum. My colleague...

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