Gartner Blog Network

Dave Egloff
Senior Director
1 years at Gartner
20 years IT Industry

Dave Egloff is a Senior Director, Analyst in the Gartner for Sales Leaders practice. His current work focuses on key initiatives in sales strategy, sales operations and sales compensation. Read Full Bio

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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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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Value of Well-Designed Sales Compensation Documents

by Dave Egloff  |  December 23, 2019

Sales compensation documents are too often written to satisfy the needs of the organization as opposed to the needs of the seller. Sound crazy? Perhaps but it’s true. Certainly, these documents codify the terms and conditions of how commissions are earned. However, the issues are apparent when you consider “will sellers find this document easy […]

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Improve commercial outcomes by charting the path of sales execution

by Dave Egloff  |  December 11, 2019

While most sales leaders set specific goals to guide their team, too few take the extra step to design a deliberate path for sales execution.  Laying out the specific path may feel like an unnecessary step.  However, when a recommended path is missing, sellers follow a personal path or perhaps execute along an unchartered course.  […]

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Five Questions CSOs Should Ask Before Approving Sales Compensation Plan Designs

by Dave Egloff  |  November 20, 2019

Each year, Chief Sales Officers (CSOs) must approve the sales compensation plans. During this approval, CSOs should ensure that their sales compensation plans: Align with the overall sales strategy Motivate sellers to focus on specific targets and outcomes Reward sellers for their performance … appropriately and sustainably Here are some suggested questions that CSOs should […]

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Five Tips to Improve Sales Effectiveness of Smaller Teams

by Dave Egloff  |  November 7, 2019

Nearly all sales leaders have an eye on sales effectiveness. However, it is those leading smaller sales forces that should be the most keenly aware of where sellers are losing productivity due to ineffectiveness. With fewer sellers, each hour of work time lost is more consequential as compared to larger sales teams. Sales leaders should […]

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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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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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