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.

Nearly 80% of employees expect cost pressure in next 12 months.
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.

Driving Cost Optimization Across the Enterprise.

Cost optimization roadmap for sales leaders

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

Find Immediate Cost Saving Opportunities

When disruption strikes, leading organizations act fast to remove waste, drive vital resources to priority areas and improve the efficiency of capabilities — to catch up to and keep up with peers, and set up for long-term growth. Discover tools to optimize costs and drive business momentum.

Benchmark Current Spend & Efficiency 

Measure performance against peers, strategic priorities and future needs, and position yourself to drive business goals. Gartner offers a range of benchmarks and
diagnostics to help you: 

  • Make decisions and leverage empirical data on performance
  • Defend budget and spend, spot risks of underinvestment, and quantify improvement goals and rates
  • Excel where it matters, optimize costs and be more effective

Identify and Prioritize Opportunities 

On the scale of nascent to master, where does your organization stand? Evaluate your sales organization’s functional maturity to reveal gaps between where you are and where you want to go. See how you stack up across six objectives and 20 discrete functional activities.

Implement Initiatives and Communicate Plan

Use Gartner's Strategy on a Page template to:

  • Build a successful strategic plan
  • Put your strategy onto one page
  • Communicate your strategy with precision and clarity
  • Secure buy-in from business partners  

Plan for Unforeseen Scenarios and Remain Agile

Use the Gartner Technologies Sales Bullseye to learn to what degree different technologies are embedded in today’s sales landscape, their current return on investment and how important they will be to sales leaders and sales organizations in the future.

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Gartner Sales Webinars

Drive growth in today’s complex buying environment with insights and strategies delivered straight from our experts.

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.