Gartner CSO & Sales Leader Conference

May 16 – 18, 2022 | San Diego, CA

Adaptive Sales Strategies for a Disrupted World

As the pandemic turns to an endemic and B2C dynamics influence B2B activity, chief sales officers (CSOs), face an extraordinary number of previously unseen disruptions, creating a new era indelibly marked by shifts in work styles, social norms and an ever-increasing reliance on technology. Tomorrow’s winners will be those who proactively manage disruptions, allowing them to transform and adapt their organizations to win the war for talent, balance effectiveness with efficiency and drive revenue growth.

Join us at Gartner CSO & Sales Leader Conference 2022, May 16 – 18, in San Diego, CA, where you will gain unique, actionable insights, practical tools, expert guidance to improve your sales strategy, experience thousands of interactions with hundreds of sales executives and have the unparalleled opportunity to learn from the most progressive sales organizations, allowing you to create success within your own organization at an accelerated rate.



Lead through disruption

Effectively prepare and navigate economic turns. Hear firsthand from Gartner experts about how to focus your sales plan on strategic planning, cost management and sales performance management to succeed in this economic cycle.

Learn from peers

Now more than ever, it’s important to gain insights from your peers who are facing challenges similar to yours. Learn practical, proven solutions from fellow sales leaders and apply those ideas to your sales organization.

Technology solutions

Explore our trusted sales technology providers changing the sales landscape. Incorporate these solutions into your sales technique as you get inspired by Gartner experts and sales leader peers.

Sales leaders must adapt to deliver increased revenue in a rapidly evolving and competitive marketplace. This conference delivers a mix of strategic and tactical sessions, spanning business practices and technology innovations to help leaders transform sales and adapt to the future of buying.

Dave Egloff

Gartner VP Analyst and Conference Chair

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    Sales leaders making bold moves

    Sales leaders must stay ahead of emerging sales trends, consistently inspiring their organizations to adopt new initiatives and deliver on ever-increasing growth targets. Gartner CSO & Sales Leader Conference 2022 provides insights, strategy and action to achieve those goals.

    Gain insights to drive profitable growth and lead sales while navigating complexity and disruption
    • Balance softening demand, supply constraints and incredible cost pressures.
    • Collaborate with the C-level to advise on commercial impact and responses to internal challenges and customers.
    • Collaborate with operations, enablement, HR, marketing and product to assess and mitigate risk.
    • Drive frontline manager effectiveness.
    • Increase account growth and enhance sales process design.
    Transform your sales enablement strategies with tactical advice and tools to help drive sales effectiveness and performance
    • Develop new programs to enable distracted sellers and buyers.
    • Establish a new communication strategy and best practices for remote selling.
    • Maximize virtual collaboration tools and technology including virtual training and coaching.
    • Collect voice of the customer (VoC) data, and update commercial messaging and content. 
    Discover how to accelerate the sales operations management toward optimal design for strategic and tactical sales excellence
    • Maintain productivity with a team not accustomed to working remotely. 
    • Provide accurate forecasts to managers and leaders, given market volatility and uncertainty.
    • Identify and plan for short- and long-term cost-saving measures.
    • Move beyond the historic role as a responsive support center to one focused on driving digital execution excellence.
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    • Legacy modernization
    • Build agile architectures to support DevOps, SOA, APIs, cloud-optimized patterns, in-memory computing and context awareness
    • Employ bimodal strategies to renovate and modernize core IT systems
    • Understand new agile, iterative, dynamic, ecosystem-based building blocks
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    • Move infrastructure and operations strategy forward
    • Show value to the business
    • Cost optimization
    • Old versus new technologies
    • Infrastructure and operations leadership and culture change
    • Innovation and agility
    • Meet business objectives

    Tracks at a Glance

    Attendees have access to the latest Gartner research in over 50 sessions that are specifically designed to help sales leaders meet the demands of the future. Each track has a particular area of focus to deliver what matters most to sales organizations.

    Track A

    Drive Commercial Acceleration With Innovative Strategies and Execution

    All sales leaders and managers must work through trends impacting their ability to generate revenue. Buyers are changing. Technologies are emerging. And the war for sales talent continues. The modern sales function must not be held back by historic norms and outdated practices. Instead, sales leaders must become commercial futurists and embrace innovative strategies and methods of execution. This track helps leaders formulate clear and future-looking actions to drive market-leading growth and become a destination for top talent.

    Track B

    Modernize Enablement for the Future of Selling

    Today’s digital-first buyers and hybrid work environments have created new challenges and shifted the mandate of the sales enablement function. While many leaders embrace this new dynamic, virtual selling and digital dexterity are only part of the enablement puzzle. In this track, the focus of the sessions is on modernizing sales enablement with strategies to align changing buying preferences with the future of selling.

    Track C

    The Future of Sales Operations: Powering End-to-End Revenue Growth

    The digital evolution of B2B sales creates an opportunity for sales operations to generate more value across the enterprise. Sales operations leaders must meet the needs of a broader cross-functional community. Making this shift requires changes to sales operations talent, the adoption of emerging technology and the development of advanced analytics. The focus in this track’s sessions is on the positioning of sales operations to support the end-to-end revenue process and streamline its interconnected workflows to accelerate commercial performance.

    Track D

    Leading Across the Commercial Coalition

    Today’s CSOs must evolve to influence more broadly across the enterprise. Through a confluence of factors from unified strategies to communal data and interconnected technologies, CSOs have a greater ability and mandate to unify internal stakeholders to meet the evolving needs of B2B buyers. The focus of this track is on helping CSOs influence across the organization as the leaders of selling.

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