Gartner Blog Network

Dave Egloff
Senior Director
1 years at Gartner
20 years IT Industry

Dave Egloff is a Senior Director, Analyst in the Gartner for Sales Leaders practice. His current work focuses on key initiatives in sales strategy, sales operations and sales compensation. Read Full Bio

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 will that lead to more revenue?  Maybe.  However, it’s not a certainty especially since many customers are distracted or contending with frozen budgets.  So, where […]

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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  The feeling of normalcy has been replaced by some fear and uncertainty.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 risk, some fear may be a significant understatement. Undoubtedly, it feels a bit odd to be writing about sales operations right now.  However, the reality […]

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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 Project and change management Certainly, this is not an exhaustive list. And, across organizations, sales operations have different spans of control. However, there are common […]

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The root of many problems – sales role design

by Dave Egloff  |  February 21, 2020

Effective sales role design is a critical component of many strategic efforts from sourcing the right talent to performance management and coverage planning. Additionally, sales role clarity is needed to promote sales effectiveness, ensure customer needs are met and align pay for performance. Unfortunately, sales role designs are a challenge for many organizations – even […]

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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 behaviors intended to maintain a balance between strategic discipline and bold action on strategic, cost and talent plans. These behaviors are exhibited consistently by companies […]

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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 a mix of frustration and distress. The impact of quota setting cannot be understated.  When it goes well, organizations manage costs and communicate a fair […]

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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 force sizing can be measured using ROI analyses. As the ROI of incremental sales headcount exceeds other investments, the sales force should continue to grow. […]

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Value of Well-Designed Sales Compensation Documents

by Dave Egloff  |  December 23, 2019

Sales compensation documents are too often written to satisfy the needs of the organization as opposed to the needs of the seller. Sound crazy? Perhaps but it’s true. Certainly, these documents codify the terms and conditions of how commissions are earned. However, the issues are apparent when you consider “will sellers find this document easy […]

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Improve commercial outcomes by charting the path of sales execution

by Dave Egloff  |  December 11, 2019

While most sales leaders set specific goals to guide their team, too few take the extra step to design a deliberate path for sales execution.  Laying out the specific path may feel like an unnecessary step.  However, when a recommended path is missing, sellers follow a personal path or perhaps execute along an unchartered course.  […]

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Five Questions CSOs Should Ask Before Approving Sales Compensation Plan Designs

by Dave Egloff  |  November 20, 2019

Each year, Chief Sales Officers (CSOs) must approve the sales compensation plans. During this approval, CSOs should ensure that their sales compensation plans: Align with the overall sales strategy Motivate sellers to focus on specific targets and outcomes Reward sellers for their performance … appropriately and sustainably Here are some suggested questions that CSOs should […]

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