Gartner Blog Network

Posts from Date:   2019-9

Managing the Cost of Sales

by Dave Egloff  |  September 26, 2019

Last week, Gartner hosted their annual CSO & Sales Leader Conference in Las Vegas.  In my experience, it was the most impressive gathering of Chief Sales Officers, sales operations leaders, enablement leaders, and other senior executives looking to improve commercial outcomes. During the event, the one-on-one sessions are my favorite activity.  These sessions are where […]

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Holistic Sales Performance Management

by Dave Egloff  |  September 11, 2019

Sales performance management can be simply defined as an ongoing engagement where seller activities and results are assessed and improved. Sales leaders typically leverage sales performance data to inform compensation planning, job advancement, and training needs.  Sellers look to performance management to provide evidence of being aligned to key priorities and to help identify development […]

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