Managing the Cost of Sales

Driving cost optimization across the enterprise

The balancing act of cost reductions

CSOs are reassessing how and where they spend their money. As trends in the economy shift, CSOs must avoid reacting too quickly and creating a mindset of uncertainty for their sales teams. At the same time, they can't change their sales strategy too late and risk making cost-cutting decisions that harm growth.

One of the things that Gartner's really helped with is providing me the tools that I need to understand where our weaknesses are and the tools that we need to address them and move forward more quickly in our growth factor.

Donna Milewski

Sr. VP, Sales Operations, Analytical Graphics

Cost optimization maximizes business value

Productive cost optimization is a key way sales leaders can set their teams up for long-term success. Cost optimization is a business-focused, continuous discipline to drive spending and cost reduction while maximizing business value. Effective cost optimization often adheres to programs and policies that are based on time-tested best practices and procedures.

Insights you can use

From helping sales leaders retain sellers in a tight labor market to creating a strategic plan that supports cost optimization, Gartner makes sure that cost optimization is an ongoing, strategic discipline rather than an emergency-driven project or one-time undertaking.

Managing the Cost of Sales by Deselecting Customer Accounts

Heads of sales are responsible for sustainably leading a sales force to deliver higher revenue growth. Gartner can help you understand the direct and indirect impact customer tiering has on your sales strategy and cost of sales.

Architect Growth Under SelleX Pressure

Only 5% of large organizations have been able to outpace industry peers in both revenue growth and total cost reduction. Learn how Gartner helps leading sales executives prioritize their investments to hit their current top- and bottom-line growth targets while setting the sales organization up for sustained success.

How Does Your Sales Department Measure Up?

To advance against goals for the year, sales needs to have a detailed action plan to achieve objectives and improve productivity. Gartner can offer suggested solutions on strategic planning through Gartner Sales Score.

Questions about becoming a Gartner client?

CSO & Sales Leaders Conference

A comprehensive conference experience for chief sales officers and sales leaders

Sales leaders face unprecedented changes in customer expectations, technology and the talent needed to drive results. At Gartner CSO & Sales Leader Conference, sales leaders will learn from the latest research and Gartner experts covering sales talent, customer buying behavior, account-based marketing strategies and leveraging digital channels.

This was my first Gartner conference, and I was blown away by the depth of content and delivery of insight. I can already count 10 immediate action items to take back to my team, and it’s only the beginning of Day 2!

Brandy Cline

Sales Enablement

Gartner topic experts

Gartner’s sales experts span the globe to support sales leaders with their most important initiatives, no matter where they are. Meet a few of our leaders.

Maria Boulden
VP, Executive Partner

Doug Bushee
Sr. Director Analyst

Brian Cain
Sales Manager

Scott Collins
VP, Team Manager

Tom Cosgrove
Sr. Director, Advisory

Matt Dudek
VP, Team Manager

Dave Egloff
Sr. Director Analyst

Cristina Gomez
Managing Vice President

Shayne Jackson
Sr. Director Analyst

Rick Karlton
Managing Vice President

Danielle McKinley
Director, Advisory

Gartner is a trusted advisor and an objective resource for more than 15,600 organizations in 100+ countries.

Gartner for Sales provides sales leaders with the insights, advice and tools they need to address their mission-critical priorities.