... Access Insights Already a Gartner client? As CSOs reinvent growth models and recruit next-gen talent, they must confront the forces disrupting sales compensation. The legacy pay-for-performance culture is on a collision course with a new generation of sellers, rapid AI adoption, and usage-based revenue ...
Analyst(s): Brian Petty | Dave Egloff
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... Access Insights Already a Gartner client? Outdated competency models and training leave frontline sales managers unprepared for increasingly complex and demanding roles. To make the manager role more effective, connect competencies to outcomes, deliver manager training using 70-20-10 learning and support ...
... Gartner client? Rapid innovation by mature vendors and many new entries from AI-native startups is creating a dynamic competitive environment. CRM sales add-on solutions are succeeding with clear ROI messages, while broad suite vendors are also growing revenue with agentic management platforms. Insights ...
Analyst(s): Julian Poulter | Kanchi Bindal | Roland Johnson
... Access Insights Already a Gartner client? SPM applications are a sales operations leader’s trusted partner in defining optimal territories and quotas, and administering compensation plans that incentivize the right behaviors. Use this research to compare vendors’ diverse approaches to meeting these objectives ...
Analyst(s): Sandhya Mahadevan | Roland Johnson | Steve Rietberg | Brian Petty
... Use Sales Performance Metrics to Guide Your Team Comparative performance metrics can illuminate a sales team’s strengths and weaknesses — and help chief sales officers understand why top performers win. By Steve Rietberg | April 14, 2025 Sales performance metrics are a guiding light for CSOs Too often ...
... Chief sales officers struggle to quantify how AI productivity gains translate into actual sales capacity. This tool enables CSOs and sales operations leaders to measure the value of AI time savings using digital capacity units (dCUs) and model ROI to make defensible GTM staffing decisions. When to Use ...
... This document serves as a comprehensive guide for CSOs and sales leaders to benchmark their sales enablement strategies against industry standards, focusing on structure, responsibilities and metrics to drive future revenue growth. Insights at a Glance Strategic Planning Assumption Issue Impact More ...
... Sales training can fall short when it is not aligned to seller needs, causing training to feel like an added burden rather than a driver of performance. This guide helps sales enablement leaders pinpoint performance gaps, design targeted learning programs, and roll out training that drives results. ...