... Growth is a shared goal for marketing and sales. However, both functions often have conflicts and misalignment of how to deliver it. Instead, CMOs should pursue “commercial convergence” with sales to overcome these challenges by co-creating digital sales experiences that deliver growth. Overview Strategic ...
Analyst(s): Ant Duffin
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... Access Research Already a Gartner client? Chief sales officers forced to reduce sales expenses must find ways to decrease sales compensation spending without harming seller engagement. Reducing compensation costs is best accomplished through a series of smaller adjustments to plan designs, quota setting ...
... Make measurable improvements in sales performance through a data-based analysis of current pipeline results and benchmarking of sales practices Outcome Suggested Partners Step 1 Step 2 Step 3 Gartner Insights Abstract ...
... Sales operations leaders must optimize seller headcounts to achieve revenue targets amid changing budgets and buyer requirements. To achieve this, leaders must triangulate across three sizing methods to rightsize their sales force. Overview Introduction Analysis Gartner Recommended Reading Gartner Research ...
Analyst(s): Dave Egloff | Betsy Gregory-Hosler | Tyler Huguley
... This research addresses the key questions chief sales officers are asking about transforming the sales function for an AI-driven future. It provides insights on leadership, identifying use cases, managing change and developing talent strategies. Overview Introduction Analysis Gartner Recommended Reading ...
... In 2025, CSOs’ top questions center on leveraging AI to drive sales, establishing clear career paths, aligning roles with sales objectives, improving key account retention and growth, and optimizing compensation for multiyear deals. This research offers targeted recommendations for each area. More Detail ...
Analyst(s): Alice Walmesley | Dave Egloff | Tyler Huguley
... Assessing performance, budget and risks is crucial for a high-performing sales function. CSOs can use the resources in this research to benchmark functionality and maturity metrics that help refine their sales strategy and focus team development with data-driven insights for greater impact. Action Name ...
... decisions by creating false urgency, critically undermining long-term trust and lengthening sales cycles. This research provides product marketing leaders with strategies to create authentic urgency and guide sales teams more effectively. Overview Introduction Analysis Gartner Recommended Reading Gartner ...
... The B2B sales landscape is undergoing a significant transformation. AI advancements and evolving customer expectations are eroding traditional full-time teams and prompting CSOs to leverage gig sales forces to create dynamic, scalable and cost-effective organizations that drive sustainable growth. Overview ...