Gartner Blog Network

Posts from Date:   2020-1

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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