Gartner Blog Network

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

from the Gartner Blog Network

Sales Operations versus Revenue or Commercial Operations

by Dave Egloff  |  August 6, 2020

As William Shakespeare has written, “what’s in a name?”. His point is that names or labels are somewhat arbitrary and do not define us. Our worth and value come from...

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4-Box Alternative to Linear Account Tiering

by Dave Egloff  |  July 20, 2020

Earlier this month, I wrote about customer segmentation and tiering and highlighted how in uncertain or down markets, sales leaders essentially demote some accounts to reduce the cost of sales. ...

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Revisiting Customer Segmentation and Tiering

by Dave Egloff  |  July 7, 2020

Back in March 2019, I wrote a blog called Contrasting customer segmentation and customer tiering and said that “if a sales organization is anticipating a downturn, the sales leader can...

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POST-COVID19 WORLD (III): Macroeconomics changes

by Daniel Sanchez Reina  |  May 22, 2020

This is the third (and last) of a series of articles about the world that awaits us out there. The perspectives showed in this article and their intensity will depend...

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Three Ways to Get More Productivity from Idle Sellers

by Dave Egloff  |  April 6, 2020

Sales leaders are looking for more from their sellers – but more what?  Certainly, you can get more calls out of field sellers who are quarantined in their home-office, but...

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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  The feeling of normalcy has been replaced by some fear and uncertainty.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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