Dave Egloff

Dave Egloff

VP Analyst
Dave Egloff is a Vice President, Analyst in Gartner's Sales Practice. He actively advises and produces research for Chief Sales Officers and Heads of Sales Operations on topics spanning sales strategy and operations.

Mr. Egloff has extensive global experience and leverages a holistic approach that combines qualitative assessments with quantitative analyses. His specialties include:
- Sales Force Design & Deployment: Role clarity, customer segmentation and tiering, and sales coverage models
- Sales Performance Optimization: Sales analytics, sales compensation design, and goal/quota setting
- Sales Operations: Organizational design and operational excellence
- Sales Transformation: Cost optimization, M&A, and workforce planning
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Monday, May 17, 2021 / 11:45 AM - 12:15 PM EDT
Breaking Sales Operations From the Reactive Rut

Sales operations were born from a mix of reactive and supportive resources. Unfortunately, too many sales operations teams have failed to evolve and are still stuck in this transactional cycle. This session will show how sales operations can shift from a tactical, defensive approach to one of strategy and offense and become an asset to the organization and enterprise.

Monday, May 17, 2021 / 02:45 PM - 03:15 PM EDT
Focus Seller Attention to Drive Sales Growth

Sales strategies are at risk when sellers are left to resolve competing priorities on their own. That risk is especially great today as overburdened sellers receive mixed messages regarding the best means to achieve commercial success. In this session, Gartner analyst Dave Egloff provides senior sales leaders a framework for rationalizing priorities and aligning key performance drivers in order to (re)focus attention.

Monday, May 17, 2021 / 03:30 PM - 04:15 PM EDT
Roundtable: Impact of Virtual Selling and Low Travel on Seller Deployment

This interactive, facilitated discussion connects CSOs with their peers to explore how each are adapting field sellers to virtual selling. Gartner experts and audience members will have the opportunity to share experiences and discuss topics like revisiting territory design, sales force sizing and adapting sales coverage to shifting buyer dynamics.

Tuesday, May 18, 2021 / 01:15 PM - 01:45 PM EDT
Ask the Expert: Designing Sales Compensation Plans

This interactive session will help CSOs and other leaders design effective sales compensation plans. Experts will answer your questions on topics like pay mix, compensation metrics, upside potential and more.

Join us to hear from Gartner experts and thought leaders.