Gartner Blog Network

Posts from Date:   2020-2

The root of many problems – sales role design

by Dave Egloff  |  February 21, 2020

Effective sales role design is a critical component of many strategic efforts from sourcing the right talent to performance management and coverage planning. Additionally, sales role clarity is needed to promote sales effectiveness, ensure customer needs are met and align pay for performance. Unfortunately, sales role designs are a challenge for many organizations – even […]

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Successful Sales Integrations Begin with the Sales Leader

by Dave Egloff  |  February 11, 2020

The current uncertainty in the marketplace has put many organizations on the move so they can be winning in the turns. Winning in the Turns is a set of management behaviors intended to maintain a balance between strategic discipline and bold action on strategic, cost and talent plans. These behaviors are exhibited consistently by companies […]

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