Sales Operations

Tactical advice and tools to help you drive sales effectiveness and performance

Sales operations is growing in importance

Changes in the selling landscape, along with technology advances, require sales operations to elevate its role in shaping sales strategy. 

The evolution of the sales operations function has implications for the structure, size and capabilities of the team. The growing capabilities of analytical and administrative tools can reduce manual work, but increase the importance of building a team deep in technology skills, quantitative aptitude and business acumen. While the needs of all companies are unique, sales and sales operations leaders must consider these broad changes as they make decisions about scoping, structuring and managing their teams.

Gartner is able to bring us insights that we wouldn't have had otherwise about broader industry trends and other customers' experience.

Chris Fris

Vice President, Global Sales Strategy and Operations, Ryder Systems

How we address your top challenges

Sales operations is undergoing a transformation. Advances in technology and access to big data are pushing complexity deeper into the selling organization. Gartner helps sales operations leaders optimize their function to better meet the needs of the business, identify strategic insights and drive sales performance.

Sales operations management

Accelerate the sales operations function toward optimal design for strategic and tactical sales success. Design decisions should account for a changing selling landscape as well as specific company circumstances.

Compensation design and management

Leading sales compensation plans create a strategic advantage for the business by leveraging data-driven insights to incent specific seller behaviors that will advance sales strategy. Learn how to build strategically effective sales compensation programs that attract, engage and reward sellers for their impact on performance. 

Sales analytics

More data is available than ever before, and sales leaders are struggling to identify the data needed to improve decision making and sales performance. Progressive operations leaders must design and deliver standardized metrics and dashboards that drive sales and enterprise audiences toward strategically insightful, actionable decisions.

Questions about becoming a Gartner client?

New to your role?

When making the leap to a new position, almost half of executives — sales included — tumble and underperform. Gartner has analyzed thousands of leadership transitions, and uncovered various insights you can leverage to establish yourself as an effective enterprise leader during your transition and beyond.  

CSO & Sales Leader 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 the Gartner CSO & Sales Leader Conference, September 17 – 19, 2019, in Las Vegas, 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. I can’t wait to put ideas into action!

Brandy Kline

Expert Sales Enablement, Allscripts

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


Learn more about how we can help you achieve your mission-critical priorities.