Research

As the impact of COVID-19 is evolving by the day, it's more important now than ever for sales leaders to learn from each other practical, proven solutions. Gartner connected with 50+ CSOs to see how they are addressing the business impacts of the rapidly evolving crisis.

Successful organizations accelerate during economic “turns” — significant changes to the macroenvironment characterized by inflection points in the economic cycle. In order to succeed, sales leaders should focus on strategic planning, cost management, and sales talent management.

To help navigate the increasingly complex sales technology landscape, we worked with 250 sales leaders across 11 industries globally to create an objective map to evaluate 37 established and emerging technologies.

The expanding scope of job responsibilities is overburdening sellers, and many organizations’ efforts to alleviate the problem are only making it worse.

CSOs are satisfied with gender diversity, yet women remain underrepresented at all levels. Download the infographic to learn ways to improve gender diversity in your organization.

Focusing on building customer confidence in today's complex B2B buying environment is key to success.

Want to understand emerging trends and opportunities in the sales operations function? Download the State of Sales Operations: Key Findings to discover new ways to improve sales productivity and manage expenses.

Learn how high-performing sales reps use information to win deals.

Sales leaders have few opportunities and sometimes little incentive to think beyond the next quarter. Done incorrectly, planning for a possible economic downturn can distract from closing the current business.