... Access Insights Already a Gartner client? AI integrations are becoming increasingly widespread, with CRM sales platform vendors intensifying their focus on generative AI and agentic AI use cases. Sales operations leaders can use this research to better evaluate vendor solutions and make more informed purchasing ...
Analyst(s): Adnan Zijadic | Wendy Butler-Mafuz | Guy Wood
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... Access Research Already a Gartner client? Sales training service providers have added buyer insight expertise and AI-assisted learning paths and reinforcement to their training offerings. Salesenablement leaders can use this guide to identify vendors that offer capabilities which drive seller behavior ...
Analyst(s): Shayne Jackson | Bill Yetman | Elizabeth Jones
... Smart physical world and physical AI are transforming autonomous operations, merging digital and physical realms. CIOs must focus on robust security, governance, and adaptability for safe, transparent, and resilient business outcomes. Gartner Recommended Reading Gartner Insights Abstract ...
... AI forecasts can appear reliable while design choices embedded in the model introduce hidden risk. CFOs should shift oversight upstream to understand how forecasts will behave when conditions change, rather than relying on accuracy and variance review alone. Insights at a Glance Strategic Planning Ass ...
... Access Research Already a Gartner client? Manager turnover is forcing sales to put new leaders into heavily burdened roles with outdated competency models and training. Salesenablement leaders must connect competency models to outcomes, deliver training using 70-20-10 learning models and address day-to-day ...
... 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 Outdated competency models and training leave frontline sales managers unprepared for increasingly complex and demanding roles.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 ...
... 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 ...
... Sales technology pricing is shifting from predictable, seat-based licenses to variable consumption models. Chief sales officers must gain visibility into digital labor, understand the economics of AI-enabled work, and establish governance with finance and IT before variable costs create budget surprises ...
Analyst(s): Dan Gottlieb | Alyssa Cruz | Wendy Butler-Mafuz | Guy Wood
... Access Insights Already a Gartner client? Traditional sales kickoff metrics fail to secure C-suite trust. To defend kickoff budgets and demonstrate ROI, CSOs must use a “behavior-first” model that validates seller behavior change, utilizing a return on objectives framework to calculate strategic value ...