Gartner Blog Network

Posts from Date:   2019-7

Getting Sellers to Embrace E-commerce

by Dave Egloff  |  July 26, 2019

Omnichannel sales strategies are not a new concept and continue to evolve.  While sales leaders have long embraced a mix of routes to market, including direct and indirect sales channels, e-commerce is occupying more mind share.  In fact, according to a recent Gartner study, 52% of sales leaders said they planned to deploy or pilot […]

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Sales Compensation Redesign Pre-work

by Dave Egloff  |  July 15, 2019

It’s getting to that time of year where sales compensation design discussions are about to kickoff.  For many stakeholders — including compensation plan designers, sales leaders, and senior executives  — the process starts with two simple questions: How is the sales compensation plan performing? Is the compensation plan design fit for the next year? How […]

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