Gartner Research

Tech Go-to-Market: Three Best Practices to Guide Your Sales Function Toward Next-Level Performance

Published: 21 October 2014

ID: G00270618

Analyst(s): Ed Cordin

Summary

Establishing a path toward next-level sales performance for a tech provider is a significant process with unique challenges. This research includes three best practices on how sales leaders can scope the options and overcome typical challenges.

Table Of Contents
  • Key Challenges

Introduction

  • What Is Next-Level Performance?
  • The Common Entry Point and Challenge for Next-Level Performance Thinking
  • So It's Time for Change — But How?

Analysis

  • Build a Foundation Through Deliberate Design Thinking
    • Recommendations
    • What Is a Next-Level Performance Sales Function?
    • Tactical Action Risks a Diminishing Return
    • How Does Any Strategically Managed Response Best Take Shape?
    • Critical Questions
  • Use Your Current Approach as a Spring-Board for Change
    • Recommendations
    • How to Look at Your Current Approach
    • Frequent Scenarios Encountered and What to Do
    • Critical Questions
  • Leave Space for and Include New Ideas and Insights
    • Recommendations
    • Favored Design Archetypes Can Blindside
    • New Design Principles Should Be Considered
    • Critical Questions
  • Best Practice Snapshot

Conclusion

Evidence

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