Gartner Blog Network

Improving sales communications

by Dave Egloff  |  February 6, 2019  |  Submit a Comment

In a recent Gartner survey of 46 sales executives, “improving the effectiveness of sales communications” ranked as the most common response to what was in their top 3 priorities.

leading sales function top 3 priorities

This is an understandable challenge as all professionals contend with too much “noise” in the workplace.  It is so easy to communicate to the masses that more and more people are getting their messages out there.  Unfortunately, too many messages dilute focus and create noise.

So why is this a bigger problem for sales?

In many regards, sales is where the “rubber meets the road.”  Sellers need to be regularly updated about product features, marketing campaigns, training, system changes, etc.  Plus, as employees, sellers get all corporate communications – organizational announcements, leadership updates, and HR messages.  There’s no wonder to why sales executives are concerned about communicating effectively.

As a sales executive, you can set an example of what good looks like.  Here are some tips for improving communications:

Be emphatic

Too often, executive messages feel like top-down proclamations.  This might work for an organizational announcement, but there are better approaches for calls to action.  Influencing your sellers to change their behavior requires you to be thoughtful about your audience:

  • What’s in it for them?
  • Are they able to change?
  • What are their objections?
  • Will they share your sense of urgency?

Reduce the noise with role-specific messages

When identifying the target audience, consider what you are asking them to do.  If you do not have a specific outcome in mind for a given role, perhaps they can be pulled off the distribution.  Fewer messages lead to a greater focus on the messages that you do send.

Use multiple communication styles and formats

People simply have different learning styles.  Some like to listen, while others like to read.  Some like to see the highlights, while others prefer a lot of details.  Use different communications like email, town halls, conference calls and FAQs.  Be considerate of your audience, especially those that are diversely spread across geographies, generations and tenure.

Coordinate and collaborate with other communicators

Sales leaders should designate a sales communications coordinator.  This coordinator can work with other communicators to ensure messages are consistent and staggered to avoid overwhelming the sales force.  Even more, they can be on the lookout for potentially conflicting messages.

Create a feedback loop

Wherever possible, ensure that your audience can share their feedback with you or perhaps their manager.  Regardless of the mechanism, feedback needs to bubble up to the top.  This will drive engagement and lead to continuous improvement.


As a sales executive, communicating is one of your most powerful tools to inform, educate and influence your sales team.  You should honestly assess your current communication tactics by asking for feedback and reviewing employee engagement feedback.

Communicating effectively does not need to be a challenge, but it should be a priority.  I’m glad to see that for most leaders, it already is.

Additional Resources

View Free, Relevant Gartner Research

Gartner's research helps you cut through the complexity and deliver the knowledge you need to make the right decisions quickly, and with confidence.

Read Free Gartner Research


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

Leave a Reply

Your email address will not be published. Required fields are marked *

Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.