5 Skills Needed for Success on Gartner’s Conference Attendance Sales Team

Are you interested in joining Gartner’s fastest growing business unit and working on must-attend conferences around the globe? Below, Alejandro Pinzon, Conference Sales Executive in Egham, U.K., shares insight into what it’s like to join our Conference Attendance Sales (CAS) team as well as the five skills needed for success.

Wondering what Gartner’s Conference Attendance Sales team is all about? Let’s think about the role at the most basic level. We provide support to C-level executives and leadership teams, upskilling and upscaling through our conferences. Gartner conferences are where our research comes to life, facilitating access to key information and giving clients the confidence, inspiration and right ideas to achieve their digital aspirations, or at least, advance further in the right direction.

This may seem like a daunting task, and even though I’ve been in my role for over a year and a half, I can still remember all the questions running through my mind on my first day. “What do I need to learn?” “What skills do I need to work on?” “What do I need to do in order to be successful in the role?”

Below, I share the five skills needed for success in the CAS role here at Gartner.

Active listening: Remember how we said “digital aspirations” a few moments ago? Each one of our clients has unique aspirations, roadblocks and initiatives that they are working on and need our support with. When we really understand those pain points and communicate effectively with them, this is half of the job done. Now, we have something to work with.

Positive mindset: Personally, I believe that this may be the biggest challenge. If you are anything like me, you love winning! I mean, who doesn’t? In our role, some days might feel like you are far from success and negativity can creep in. If you can manage to stay above the waves of negativity and keep your head cool, those big opportunities will follow.

Perseverance: Like in any important life goal, sports or anything significant, success does not likely appear in the first try at something. Rather, if you walk into the role with the expectation that it will take a few knocks at the door for it to be opened, you’ll be able to reach, and even surpass, your targets.

Integrity: This is key in life and business. Our clients depend on our unbiased — honest/objective — research to make critical decisions for their multimillion-dollar businesses. In the same way, we as CAS are the representation of this statement for all units, services and interactions with clients. One step without integrity, and credibility is lost — and with this comes a loss of business. From a practical perspective, it could be as simple as saying to a client that we have no conferences aligned to what they might need at that point in time.

Willingness to receive feedback and always strive to be better: Being part of a double-digit growth company is exciting! We get updates on how we achieve long-term sustainable growth and it does not happen overnight. Our leaders collect feedback and are intentional in understanding it; e.g., what works, what went wrong, what areas are OK but have the potential to be great, etc. With this understanding we can then make decisions to be better, short-term and long-term. If that formula works for a company with thousands of employees, then imagine what this can do for us individually and professionally.

Are you interested in joining the Conference Attendance Sales team? Search for an available position here.


Are you looking for a job where you’ll do challenging, groundbreaking work? At Gartner, each and every associate has a hand in our success. Learn more about how you can make an impact with your work here.

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