Top Trends Sales Leaders Care About Now

Catch up on the most important insights and trends sales leaders are focused on after Gartner’s largest sales conference

Sales top trends

More than 1,000 sales leaders convened in Las Vegas to absorb the latest Gartner research and experience three powerful days of networking. Many insights came out of Gartner CSO & Sales Leaders Conference 2019, including four trends B2B CSOs are focused on now. Access some of the top content on sales talent, enablement, operations and transformation.

The sales enablement function of the future

Despite sales leaders’ best intentions, Gartner analysis shows 76% of sellers report sales enablement is adding complexity to their jobs. Arming your sales force with the right data, collateral, tools, resources and technology to sell more effectively is imperative for a forward-thinking sales enablement function.

Article

The Sense Making Seller

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Article

Boost Sales Rep Productivity

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Article

Tap Into the Latest Enablement Tools to Unlock Sales Performance

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Leverage masterful sales operations for competitive advantage

Progressive sales ops teams are transforming their capabilities to unlock sales performance and go-to-market insights that will position them as a strategic function within sales organizations.

Webinar

Benchmark and Optimize Your Sales Operations Function

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Article

Make Sure Your Compensation Plan Drives Account Growth

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Research

Sales Score for Operations

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Building and retaining high-performing sales teams

As customers have access to more more — and better — information from digital channels, the pressure is on reps and their leaders to adapt to new customer expectations, needs and buying behaviors. Are you investing in talent practices that reflect changes in how customers buy?

Webinar

Redefining the High Performing Seller for the Information Era

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Article

How to Find High-Quality Sales Talent

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Article

The Evolution of Sales Training and Coaching Technology

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Driving sales transformation for your team and organization

It’s critical that sales leaders stay ahead of emerging business trends while motivating their sales organizations to adopt new initiatives and deliver on ever-increasing growth targets.

Research

Sales Score Anatomy Framework

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Article

The Chief Sales Officer Q3 Edition

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Article

Podcast: Lessons in Sales Leadership

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Highlights from Gartner CSO & Sales Leaders Conference

Gartner Keynote: The Key to B2B Sales Is Customer Self-Confidence

At Gartner CSO & Sales Leaders Conference, experts explored building customer confidence in order to win in today’s complex B2B buying environment.
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Gartner Top CSO Priorities for 2020

At Gartner CSO & Sales Leader Conference 2019 in Las Vegas, NV, Matt Dudek, Gartner Vice President, Team Manager, says the Gartner 2019 Agenda Poll identified three priorities for chief sales officers in 2020.
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Gartner topic experts

Brent Adamson
Distinguished VP, Advisory

Danielle McKinley
Director, Advisory

Matt Dudek
VP, Team Manager

Dave Egloff
Senior Director Analyst

Scott Collins
VP, Team Manager

Melissa A. Hilbert
Senior Director Analyst

Rick E. Karlton
MVP

Adnan Zijadic
Principal Analyst 
It’s not about customers’ confidence in suppliers, but rather building customers’ confidence in themselves and their ability to make good buying decisions. Sales organizations shouldn’t be solving for a sales problem, they should be solving for a human problem.

Brent Adamson

Distinguished VP, Advisory, Gartner