4 Tips for Sales Success at Gartner

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Are you interested in joining Gartner’s world-class sales team? We are growing in our Barcelona office. Below, Clement Charpail, Business Development Manager, shares the skills that have helped him succeed on the team.

Self-reflection is key

This is one of the key factors that will ensure your success at Gartner. Being able to look back on what you have achieved and not doubt what you have not; to identify the key things you can attribute to that success, but also what was missing; and to know what you’ll do the next time you are faced with this situation to ensure you learn from the past.

When I look back at my success in 4Q18, I realize that the preparation for this success came much earlier in the year. I’ve spent a lot of time thinking about what was not working for me at earlier stages in the sales cycle. This is what made a difference in my ability to progress and close deals.

Be self-aware

To be humble and aware of your progress is critical not only when you go live into your territory, but with every conversation you have with your Gartner recruiter. At every stage, you will be given the opportunity to discuss the parts of the interview that you excelled in, and if you could go back and do something differently, what you would do. This self-awareness is critical for a Gartner recruiter to assess whether you are an individual who is coachable, who can implement feedback, and who can embrace best practices on the path to success.

Be prepared

You will learn lessons every day at Gartner, you will live outside of your comfort zone, and you will be encouraged to push beyond what you thought was possible for yourself. The two biggest lessons I learned during my time of self-reflection were that I needed to improve the preparation that I did for my sales calls, and that, with the knowledge I had acquired during my preparation, I needed to execute flawlessly. These are the fundamentals of selling. The same goes for your recruitment process. Your recruiter will expect that you have prepared thoroughly for every interview stage, you have done your research on Gartner, you have worked to understand what it takes to be successful, and you have leveraged all the resources available to you in order to achieve the end goal — securing the opportunity.

Strive towards a goal

When you interview with Gartner, the expectation is that you want to secure this job. The end goal is clear and you are willing to do what it takes to reach that target. Your ultimate focus is the differentiator, and the same goes for when you go live in your territory. I attribute much of my success to the perseverance I demonstrated in working toward Winners Circle. This goal was crystal clear; I knew my numbers, so I knew exactly what I needed to achieve in order to hit that number. I approached every single day with a positive mindset, and despite there being many ups and downs, I continued to keep the focus on my desired result. I decided that regardless of how I ended the year, I did not want to have any regrets — I wanted to feel that I had done everything I possibly could to achieve my goal, so I continued to fight until the very last minute.

My hard work, focus and resiliency paid off, and I am really proud of the results I have achieved. If you are thinking about joining Gartner, you should know that you will be challenged consistently, so it is your ability to overcome and learn from these challenges that will determine your success.


Are you interested in joining our growing sales team? Search for your next career here.

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