Gartner Research

Improve Sales Effectiveness for Technology and Service Providers Primer for 2016

Published: 13 January 2016

ID: G00292929

Analyst(s): Tiffani Bova, Derry Finkeldey


Becoming a customer-driven sales organization is a full-scale shift that many technology providers aren't ready to fully undertake. Gartner's 2016 sales effectiveness research provides concrete guidance for business unit leaders to help them make the right decisions and improve sales performance.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • What future challenges loom in the technology market, and how can business leaders innovate to drive greater sales effectiveness?
    • What are the most powerful strategies for increasing the effectiveness of your sales activities?
    • What are best practices in designing and measuring high-performance technology sales organizations?

Related Priorities

  • Suggested First Steps
  • Essential Reading
  • Tools and Toolkits

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