Gartner Blog Network

Posts from Date:   2020-4

Enduring Impact of COVID-19 on Field Sales

by Dave Egloff  |  April 21, 2020

Last October, I wrote a blog called “Are Field Sales Feeling a Squeeze?” where I mentioned that field sales leaders may lose accounts to key account programs and inside sales functions. The appeal of highly-effective key account management and highly-efficient inside sales efforts have captured many CSOs’ attention and investment dollars. Gartner’s research shows that when comparing […]

Read more »

Three Ways to Get More Productivity from Idle Sellers

by Dave Egloff  |  April 6, 2020

Sales leaders are looking for more from their sellers – but more what?  Certainly, you can get more calls out of field sellers who are quarantined in their home-office, but will that lead to more revenue?  Maybe.  However, it’s not a certainty especially since many customers are distracted or contending with frozen budgets.  So, where […]

Read more »