Gartner Blog Network

Steve Rietberg
Sr Director Analyst, Sales I
1 year at Gartner
25 years IT Industry

Steve Rietberg is a Senior Director Analyst in Gartner's Sales practice.Read Full Bio

Don’t Confuse Win Rate and Pipeline Conversion Rate

by Steve Rietberg  |  August 29, 2019

Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. “Win rate” has become a generic term used when managers or leaders are looking to quantify a seller or team’s success at closing deals. Win rate is a suitable metric for that purpose, but its value […]

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Start Saving for Predictive Analytics

by Steve Rietberg  |  August 8, 2019

When I was young and fresh out of college, people urged me to start contributing to a retirement fund as soon as I could. They explained that since I had time on my side, even modest investments would pay significant dividends. I just needed the discipline to start saving early. We’re all young, with respect […]

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Why Sales Capacity Matters

by Steve Rietberg  |  July 23, 2019

As a sales operations leader, you are under continual pressure to deliver better analytical insight. But your team’s time is limited, and developing custom analyses can’t interfere with supporting sellers. How do you improve the quality of your team’s insights in this situation? One way is to build analyses that add value to many different use […]

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