2027 Gartner Chief Sales Officer Leadership Vision Series

The B2B sales environment is undergoing a radical transformation driven by the rise of AI and its still-uncertain full impact. While 70% of CSOs report they are accountable for the ROI of AI-focused sales initiatives, 72% report AI-enabled time savings are not translating into high-value sales activities. This challenge places additional pressure on CSOs who must strive to achieve results with AI while dealing with continuous economic volatility, changing buyer preferences, sales talent skill gaps, and commercial go-to-market (GTM) misalignment. In this environment, CSOs face critical questions like: 

• Where does AI deliver the best results for sales productivity?

• What activities should my sellers be doing compared to AI?

• How can I improve collaboration with the broader GTM team?

• How can sales enablement and operations better empower my teams? 

Join this invitation-only, complimentary CSO virtual briefing to get answers to these questions as Gartner experts cover the trends driving the need for change, the barriers to overcome, and the leading actions the most progressive CSOs and their teams must take to stay ahead of the competition.

• Identify key skills and capabilities to prioritize, measure, and boost sales productivity with AI

• Determine and enable seller actions that align with changing customer preferences and improve performance

• Lead the modern GTM organization to drive growth more efficiently and effectively
  
  

Return to this web page to watch the virtual briefing. Contact us at gartnervirtualbriefings@gartner.com with questions about viewing this virtual briefing.

AI is reshaping buyer behavior, seller roles, and go-to-market (GTM) operating models faster than most organizations can adapt. Yet fewer than one-third of sales teams report measurable productivity gains from their AI investments. As buyers increasingly leverage AI throughout their decision journey, traditional enablement approaches are struggling to keep pace. Sales enablement leaders must modernize their function to help sellers effectively engage AI-enabled buyers, drive behavior change, and improve execution consistency across the commercial organization. 

Join this invitation-only, complimentary virtual briefing for sales enablement leaders to learn how leading organizations are evolving enablement to integrate AI, knowledge, skills, and coaching into daily seller workflows. Gartner experts will share actionable guidance for strengthening seller effectiveness, leveraging AI-driven insights and workflows, and modernizing the enablement operating model to improve productivity, cross-functional alignment, and execution quality at scale. Attendees will leave with practical steps to take now and over the next 12 to 24 months to maximize the impact of AI investments and close the gap between AI-enabled buyers and under-enabled sellers.

• Leverage agent-driven workflows and strengthen skills that lead to success with AI-enabled buyers

• Enable sellers to harness AI effectively to interpret buyer signals

• Modernize the enablement operating model to drive execution quality at scale

Return to this web page to watch the virtual briefing. Contact us at gartnervirtualbriefings@gartner.com with questions about viewing this virtual briefing.

CSOs are under pressure to deliver revenue growth while leading transformational change amid increasing uncertainty. This environment requires CSOs to balance change with mitigating organizational risks and disruption without compromising near-term performance. Join this invitation-only, complimentary virtual briefing for CSOs as a panel of Gartner experts and peer CSOs share best practices, advice, and strategies for creating this balance and achieving results today while preparing for the future.

• Discover how to capitalize on opportunities and achieve results in an evolving sales environment

• Learn how high-performing organizations leverage AI to achieve sales productivity

• Understand the key factors to consider when building a sales team for the modern GTM organization

Return to this web page to watch the virtual briefing. Contact us at gartnervirtualbriefings@gartner.com with questions about viewing this virtual briefing.

As AI reshapes commercial organizations, sales operations leaders face growing pressure to deliver measurable business impact. Looking toward 2027, emerging roles and skills, diminishing returns from incremental AI adoption, and increasingly commoditized access to data and technology are changing how sales operations delivers value. To stay relevant and drive sustainable productivity, sales operations leaders must rethink how they allocate resources, measure value, and build the capabilities needed to turn AI investments into measurable business results.

Join this invitation-only, complimentary virtual briefing to learn how sales operations leaders can move beyond AI experimentation and surface-level automation to create lasting competitive advantage. Gartner experts will share practical guidance on building an AI-native sales operations function, measuring and maximizing the value of AI investments, and leveraging technology to better support sales leadership decision making. Attendees will leave with actionable insights to strengthen their impact, enhance organizational performance, and position sales operations for success in 2027 and beyond.

• Transition to an AI-native sales operations org

• Measure the value of AI implementations and maximize its ROI

• Use technology to better support CSO decision making

Return to this web page to watch the virtual briefing. Contact us at gartnervirtualbriefings@gartner.com with questions about viewing this virtual briefing.