Gartner Research

CSPs Must Transform Their Sales Force to Achieve Revenue Growth Targets

Published: 20 August 2014

ID: G00260679

Analyst(s): King-Yew Foong, To Chee Eng


Communications service providers are finding it difficult to achieve revenue targets without rethinking go-to-market and sales models in light of the new competitive landscape. Sales leaders in CSPs must improve sales force efficiency and effectiveness to achieve next-level performance.

Table Of Contents


Market Trend

  • CSPs' Sales Challenge — A Growing Revenue Gap to Manage
  • Market Structure Trend
    • CSPs Must Improve Sales Effectiveness to Achieve Revenue Targets
    • Long-Term Strategy: Proficiency in Solution Selling Is Imperative for Success
  • Appendix

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