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Gartner Expert
Brian Petty
Sr Director Analyst
Brian Petty is a Sr Director Analyst in the Sales & Customer Service Practice, specializing in Sales Performance Management, Sales Compensation Design, and Sales Talent Management. He advises CSOs and Sales Operations leaders on incentive plan design, quota and goal-setting frameworks, sales analytics, and sales role design by combining 20+ years of practitioner experience with Gartner research to help clients align compensation strategy with business outcomes and drive measurable improvement s in sales productivity and performance.
Previous experience
Brian started with Gartner in July 2025. Prior to Gartner, he has held various leadership roles in sales compensation, global commissions, and HR functions at companies such as Genesys, Lumen Technologies, and Windstream.
Professional background
Genesys Cloud Services, Director Global Commissions, 3 years
Cross Country Healthcare, Director Compensation and Analytics, 1 years
Lumen Technologies, Director of Compensation, 7 years
Areas of coverage
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CSO Effectiveness
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Operations and Decision Making
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Go-to-Market
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Talent Management
Education
MBA University of Arkansas
Top Issues That I Help Clients Address
Designing and optimizing sales compensation plans that drive the right seller behaviors and business outcomes
Building quota-setting and foal-allocation frameworks that are fair, motivating, and administratively defensible
Selecting and implementing Sales Performance Management (SPM) technology to automate and scale compensation operations
Developing sales performance metrics, KPIs, and dashboards that connect incentive programs to productivity and pipeline results
Structuring sales role design and coverage models that align talent deployment to to-to-market strategy