Gartner Blog Network

Posts from Date:   2019-10

Monetizing Quota Setting Accuracy

by Dave Egloff  |  October 22, 2019

Many sales leaders lament the inaccuracy of quota setting. It is so commonplace that one could ask “why don’t more leaders invest in improving this process?” There are likely two reasons why quota setting issues persist: Lack of ROI assessment Subjectivity in quota setting practices Lack of ROI assessment Many sales and sales operations leaders […]

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Are Fields Sales Feeling a Squeeze?

by Dave Egloff  |  October 9, 2019

Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are even exploring both, which begs the question, why is field sales getting squeezed? Before we look at field sales, let’s examine: Key Account Programs – […]

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