Gartner Blog Network

Posts from Date:   2019-7

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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Set Sales Targets with Confidence

by Steve Rietberg  |  July 15, 2019

As a sales operations leader, determining sales targets is one of your most important responsibilities. When sales targets are set correctly, sellers carry challenging but attainable targets that drive them to meet revenue expectations. When set incorrectly, sellers receive targets that fail to drive productivity or are unattainable and demotivating. There are multiple ways that […]

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