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Premium Research Sep 2026
... AI-first paradigm to strengthen its influence over CIO strategy across the technology stack. Success now hinges on synchronized execution across product, sales, marketing and partner ecosystems. At a Glance Overview AI Position Noteworthy Events, Key Initiatives and Activities Top Strengths and Challenges ...

Analyst(s):   Craig Roth   |   Max Goss   |   Robert Thanaraj   |   Aadil Nanji   |   Neil MacDonald   |   Jim Hare   |   Ed Anderson   |   Dan Wilson
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Research Sep 2026
... Access Insights Already a Gartner client? Ambitious revenue targets fail when isolated from daily field sales execution. CSOs must bridge this gap by replacing seller guesswork with a structured, four-tier planning cascade that deconstructs the strategy into objectives, initiatives and tactics. Insights ...

Analyst(s):   Dave Egloff   |   George Tobias
Research Oct 2026
... Access Insights Already a Gartner client? Revenue growth is now won or lost before buyers engage marketing or sales. Organizations must measure and influence buyer consideration or risk exclusion from shortlists. The revenue acceleration matrix provides a framework for measuring consideration across ...

Analyst(s):   David Kung
Premium Research Aug 2026
... This guide offers a list of vendors across more than 30 areas within the digital commerce ecosystem, including sales, marketing, data analytics and customer experience. It helps digital commerce leaders understand ecosystem segments, identify vendor positions, define application areas and build a targeted ...

Analyst(s):   Sandy Shen   |   Debbie Buckland   |   Aditya Vasudevan   |   Irina Guseva   |   Penny Gillespie   |   Hanna Karki   |   Mike Lowndes   |   Jason Daigler   |   Brad Jashinsky
Premium Research Apr 2025
... Successful sales execution requires an effective sales process. Tech CEOs can use this self-assessment tool to identify key areas to develop, improve and optimize using top practices for startup and maturing sales teams. Overview About the Tool and Its Results Directions for Use Contributors Gartner ...

Analyst(s):   Raymond Paquet   |   Patrick Stakenas   |   Michele Buckley   |   Warren Johnstone
Premium Research Nov 2024
... The sales operations function continues to evolve in scope and the skills needed to support sales, with new technology and decision-driven analytics fueling this evolution. Sales operations leaders must prepare for new execution demands by reassessing strategic visions and organizational designs. Overview ...

Analyst(s):   Sandhya Mahadevan   |   Tyler Huguley   |   Kelly Fischbein   |   Guy Wood   |   Steve Rietberg
Premium Research Nov 2024
... To maximize sales productivity in 2025, progressive sales enablement leaders will scale and focus their efforts to drive behaviors needed to achieve sales goals. This requires supporting the unified commercial strategy, focusing on key seller competencies and harnessing the power of AI technologies. ...

Analyst(s):   Doug Bushée   |   Shayne Jackson   |   Melissa Hilbert   |   Bill Yetman
Premium Research May 2024
... Sales enablement leaders face the challenge of cultivating resilience in their sales teams. This research provides strategies to foster resilience through customer empathy, seller empowerment and career development opportunities, leading to a more effective and tenacious sales force. Data Snapshot Data ...

Analyst(s):   Colleen Giblin
Blog Post March 31 2016
... a recent survey with Gartner associates, we asked why the Gartner sales department is the greatest and here’s what a few people had to say. “Sales at Gartner is great because you know you are among some of the best people in the Sales profession. You are coached and developed constantly to become more ...
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