Gartner’s Sales Team: 5 Must-Have Skills

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When you join Gartner’s Sales team in one of our global offices, 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.

Interested in learning more about our team? Meet Kevin Langhauser, an Account Executive, who has been able to develop personally and professionally on our team throughout his 4 years at Gartner, even hitting 2 Winners Circles, 1 Club 300 and 1 Eagle award. Below, he shares a bit about what he’s learned during his time and what skills he’s relied on to achieve success.

Preparation: As an Account Executive it is imperative that you come to every single meeting prepared. Time with clients is hard to get and you always need a plan and a way to provide value to the client. If you are prepared and providing value, the client will continue to meet with you and take advantage of all the offerings Gartner has.

Conviction: Conviction is one of the most important traits for any sales professional. However, when you are selling thought leadership, it is even more crucial. Being confident and assured of our capabilities will enable you to position Gartner in the most effective way possible. This leads to long-term relationships and significant value for the client.

Trust: Trust is necessary on all levels. First, you need to trust Gartner and your management that you have been given the best processes and tools to do your job. Second, you need to trust your service partners to deliver on the programs you outline for your clients. Finally, you need your clients to trust you. You need to work in their best interest always, and they need to trust that you do.

Empathy: Empathy is a basic human emotion, but is often overlooked in the sales world. Sales professionals are often eager and excited to point out what a client is doing wrong so they can position their product/service, but will lose sight of what is on the other side of the table. Our clients are people too, with jobs and families on the line. It is always important to look at the whole picture and be there as a trusted partner.

Be Nice: Just be nice. It goes along way with a client when you are upbeat and friendly. Even if they are difficult or not buying anything, smile and treat them nicely.

Interested in joining our sales team? Search for an available opportunity here.


Are you interested in working with talented professionals? At Gartner, our associates strive to do their best work for their clients, teammates and themselves. Learn more about our culture and how you can work with and learn from the best and brightest here.

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