Gartner Blog Network

Category: 'sales-strategy-and-design' Blog Posts

from the Gartner Blog Network

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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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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Are Fields Sales Feeling a Squeeze?

by Dave Egloff  |  October 9, 2019

Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are...

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Managing the Cost of Sales

by Dave Egloff  |  September 26, 2019

Last week, Gartner hosted their annual CSO & Sales Leader Conference in Las Vegas.  In my experience, it was the most impressive gathering of Chief Sales Officers, sales operations leaders,...

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Holistic Sales Performance Management

by Dave Egloff  |  September 11, 2019

Sales performance management can be simply defined as an ongoing engagement where seller activities and results are assessed and improved. Sales leaders typically leverage sales performance data to inform compensation...

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Use High Water Mark Compensation Plans to Reward Sellers on Recurring Revenue

by Dave Egloff  |  August 26, 2019

Recurring revenue presents a challenge when used to measure seller performance.  Unlike new business metrics, which more easily allows a sales leader to monetize seller influence, recurring revenue can paint...

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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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Getting Sellers to Embrace E-commerce

by Dave Egloff  |  July 26, 2019

Omnichannel sales strategies are not a new concept and continue to evolve.  While sales leaders have long embraced a mix of routes to market, including direct and indirect sales channels,...

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