4 Lessons from My Sales Career at Gartner


When you join Gartner’s sales team, you unlock endless possibilities for your career. Whether you are looking to build relationships with clients or solve business challenges at an industry level, our sales team will keep you at the top of your game.

As she prepares to enter her third year as an account executive (AE) in our Arlington, VA office, Courtney Vogel is reflecting back on what she’s learned on our Midsize Enterprise (MSE) sales team.  

This March will mark three full years that I’ve been a midsize-enterprise account executive for Gartner.  It’s been an adventure, filled with ups and downs and everything in between. I’ve learned a few important lessons along the way that I’ll take with me as I continue my career at Gartner:

1. Be a sponge: Soak up and learn from those around you

When I finished training, I quickly realized that there was so much more to learn. I turned to those around me — my teammates, leaders and peers — to fill in the gaps. I’m lucky to be surrounded by smart, driven individuals who constantly challenge my perspectives and give support whenever I need it. By brainstorming with them, listening to their calls and sharing ideas, I’ve become a better AE.

2. Luck is when preparation meets opportunity

In sales, preparation is key. Whether it’s sending an email, a first call with a must-win prospect, or a renewal conversation with a longtime client, preparing for every situation as if it’s critical has opened up opportunities for me that I may not have had otherwise.

3. Be confident, but stay humble

Confidence is everything in this role. I speak to C-level executives on a daily basis, and I have to be confident that what I’m bringing to my clients will help them meet and exceed their goals. However, while having confidence is important, it’s just as important to stay humble. I’ve come to find that it’s valuable to admit when I don’t know something, or when I need to course-correct for the benefit of my client. This combination of confidence and humility has allowed me to build trust with my clients.

4. Enjoy the ride

The past two years have brought me incredible opportunity, knowledge and lifelong friends. I’m grateful to work for an organization where I genuinely enjoy the people I interact with on a daily basis, clients and coworkers alike.

Are you interested in kick-starting your career on Gartner’s sales team? Search for an available opportunity here

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