Gartner Research

Revisit Sales Role Design to Increase Seller Effectiveness

Published: 18 April 2019

ID: G00390105

Analyst(s): Dave Egloff


Chief sales officers design their sales force with clear roles. However, roles drift from the original plans, causing misalignment with sales strategy, customer needs and organizational expectations. Blurred role definitions can lead to responsibility gaps, costly overlaps and overburdened sellers.

Table Of Contents
  • Key Challenges


  • Identify Misalignment That Limits Sales Effectiveness by Reconciling Sales Role Expectations With Actual Work Completed
  • Improve Sales Role Designs and Sales Coverage by Prioritizing Role Responsibilities That Are Well-Orchestrated With Other Sales Resources
  • Boost Seller Engagement by Ensuring Performance Management and Compensation Are Aligned and Linked to Key Priorities
  • Conclusion

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