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Premium Research Feb 2025
... Digital sales rooms can optimize buyer experience and improve engagement and collaboration between buyer and seller, resulting in higher-quality deals. Sales operations leaders can use this guide to identify vendors offering products with features to improve experience and sales revenue. Overview Strategic ...

Analyst(s):   Melissa Hilbert   |   Elizabeth Jones   |   Luke Tipping
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Premium Research Jul 2024
... Sales engagement applications help sales operations leaders streamline daily seller workflows and guide seller decision making. SEAs capture activity data and provide a seller-centric user experience. Use this Market Guide to evaluate best-fit vendor options to optimize B2B sales productivity. Overview ...

Analyst(s):   Guy Wood   |   Steve Rietberg   |   Elizabeth Jones   |   Dan Gottlieb   |   Roland Johnson
Research Aug 2026
... Insights Already a Gartner client? CSOs use quota attainment to evaluate sellers, but rarely to check quota allocation quality. Poor quota design inflates sales costs and damages motivation. By visualizing attainment distributions, CSOs can optimize budgets and set accurate performance expectations. Insights ...

Analyst(s):   Dave Egloff   |   Brian Petty
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
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 2024
... The Chief Sales Officer is a quarterly publication featuring the latest insights on leading and managing the sales function. This issue explores CSO and C-suite collaboration. Gartner Research ...

Analyst(s):   Betsy Gregory-Hosler
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