... Narrowly focusing AI productivity on sales processes can unintentionally impact the buyer’s experience. Use this workshop template to clarify sales’ AI goals, map AI use cases to buying stages, and align stakeholders on metrics for improved sales outcomes. When to Use Directions for Use Gartner Insights ...
Analyst(s): Wendy Butler-Mafuz | Alyssa Cruz | Dan Gottlieb | Sandhya Mahadevan
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... This template helps sales operations leaders create a clear, strategic charter that defines their team’s mission, scope, and value. A strong charter boosts cross-functional alignment, clarifies roles, and sets measurable goals, ensuring all stakeholders understand and engage with sales operations effectively ...
Analyst(s): Steve Rietberg | Sandhya Mahadevan | Wendy Butler-Mafuz | Kelly Fischbein
... Sales organizations are seeking ways to increase productivity, but the rise of agentic AI makes it harder to identify and prioritize use cases. Sales operations leaders can use this toolkit to efficiently evaluate and select practical use cases aligned with Gartner seller time spend diagnostic data. ...
Analyst(s): Bill Yetman | Dan Gottlieb | Adnan Zijadic | Daniel Hawkyard
... Chief sales officers (CSOs) must define a clear vision for AI’s role in boosting seller productivity to manage inflated expectations regarding its impact on sales headcount. AI optimizes tasks, but doesn’t replace human sellers. CSOs can embrace AI while also protecting current staffing levels. Insights ...
Analyst(s): Dan Gottlieb | Greg Hessong | Igor Marchal
... Access Insights Already a Gartner client? Many CSOs underestimate the interconnection among key GTM design and deployment components: sales strategy, segmentation, sales role and org design, and coverage and sizing. CSOs must holistically evaluate these components, understanding the impact that changes ...
... With volatile market conditions making it ever harder to hit their number, CSOs are focusing beyond the sales team to drive a coordinated approach to achieve agility and growth. This persona presentation helps high-tech leaders align their GTM strategy to the modern CSO’s realities. Insights at a Glance ...
... Access Insights Already a Gartner client? Uneven AI readiness across software engineering, EA, I&O, D&A and security is creating bottlenecks as CIOs try to scale AI enterprisewide. This assessment helps CIOs expose readiness gaps and align execution, platforms, governance and workforce to turn AI ambi ...
... The AI-native sales organizations like Anthropic provide a window into the future of sales. CSOs focused on growing sales capacity without adding head count can learn from their operating model. Anthropic treats Claude as the primary tool for daily work, codifies top-performer judgment into its systems ...
... Access Insights Already a Gartner client? Many demand generation teams focus on volume-based metrics rather than aligning with sales and revenue objectives, leading to poor sales alignment and lower ROI. Demand generation leaders must tightly align their plans with business goals and use pipeline and revenue ...