... disruption signals, scale scenario planning, and execute smarter, faster responses to external events. In an increasingly unpredictable world, traditional sales operating rhythms are too slow and rigid for how fast external events impact commercial performance. And when CSO see disruption coming but remain slow ...
Analyst(s): Luke Tipping | Brendan Condon
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... Gartner analysts and fellow sales leaders for guidance on how to build a high-performing, future-forward sales organization. Chief sales officers (CSOs) Heads of sales Chief revenue officers Chief growth officers VPs of sales enablement VPs of sales operations VPs of sales strategy VPs of learning and ...
... productivity gains organizations expect. Why do sales roles need to change in the AI era? Most sales roles were designed when human sellers performed nearly every sales activity themselves. As AI takes on more research, administrative and analytical work, sales leaders need to redesign roles around the activities ...
... Bill Yetman primarily covers the Sales Enablement Key Initiative in the Gartner Sales research practice. Mr. Yetman helps Gartner clients examine sales enablement opportunities in the domains of talent development, sales process and methodology, buyer enablement, and sales enablement technologies. He also ...
... Design Key Initiative in the Gartner Sales research practice. Ms. McClelland is also able to cover "all things partner channel" across additional Key Initiatives, including (Partner) Sales Talent Management, Partner Sales Operations & Enablement, and CSO Partner Sales Leadership Effectiveness. She is able ...
... real performance gains. In this session, you’ll get a first look at the core themes of the 2026 Gartner CSO & Sales Leader Conference and learn the frameworks, insights and actions that help sales leaders build resilient, agile and high‑performing organizations prepared to thrive in the age of AI. •Refine ...
Analyst(s): Michael Katz | Brendan Condon | Melissa Hilbert
... Relying on traditional strategies to recruit, develop and retain sales talent is no longer sufficient. Major demographic changes within the sales talent pool and changes in where and how sellers do their work mean CSOs must update their talent strategy to stay ahead of the competition. To excel at revamping ...
... execution, enhance customer engagement and align sales and channel strategies to increase retention, accelerate deals and drive stronger revenue outcomes. Track C: Unlock Sales Performance With Future-Ready Sales Talent As AI transforms buying, sales leaders must strengthen both human and AI capabilities ...
... priority The Director of Sales & Marketing at CMS Energy aimed to shift from reactive account management to a strategic, high-performing sales team achieving consistent targets. How Gartner helped The client used Gartner sales assessments to benchmark capabilities, guide sales leader training, and optimize ...