Less Than Half of CSOs Say Their Organizations Met Key 2024 Strategic Goals
A recent Gartner survey reveals that only 45% of Chief Sales Officers (CSOs) report their organizations have met several strategic goals for 2024. These findings were shared at the Gartner CSO & Sales Leader Conference held in Las Vegas, highlighting the challenges sales leaders face in a shifting B2B sales environment.
Sales leaders are wrestling with unexpected changes and the need to reallocate budgets and resources to new priorities. According to Robert Blaisdell, VP Analyst and Chief of Research at Gartner Sales Practice, the focus for the remainder of the year should be on aligning the organization, boosting seller skills, and using technology to drive revenue growth and transform sales operations.
Sales and Marketing Alignment Remains a Challenge
Gartner’s survey of 243 CSOs and senior sales leaders found that 49% report their sales teams’ definition of a qualified lead differs significantly from marketing’s. This misalignment can hinder revenue growth and goal achievement.
Blaisdell emphasized the importance of tight collaboration between sales and marketing teams. By working closely together, these departments can better leverage technologies like generative AI to improve sales processes and create more effective buyer interactions.
Reskilling Sales Teams for an AI-Driven Market
With AI impacting buyer behavior, 74% of CSOs say that significant changes in seller skills are needed to meet future revenue targets. On average, 58% of sellers will need reskilling or upskilling by 2026 to keep pace with AI-driven changes.
Sales teams must learn to engage effectively with buyers who use generative AI and other advanced tools. Integrating AI into sales workflows can boost productivity and help sellers meet evolving buyer expectations.
For sales professionals looking to upgrade their AI skills, resources like Complete AI Training’s latest courses can provide practical knowledge and hands-on experience with AI tools relevant to sales.
Strategic AI Integration Is Key but Challenging
Even though AI is critical for improving sales productivity, many sales leaders have limited control over selecting and implementing AI tools. Only 23% of CSOs have accountability for AI selection, while 68% merely provide input or are informed of decisions.
To succeed, CSOs must push for strategic AI adoption that aligns with organizational goals and adapts to shifting buyer behaviors. This means sales leaders need to be proactive in influencing technology choices and ensuring AI investments truly support their teams.
About the Gartner CSO & Sales Leader Conference
The Gartner CSO & Sales Leader Conference, held May 20-21, 2025, in Las Vegas, offers sales leaders the latest research on AI, sales talent, and leadership strategies. Follow updates from the event on the Gartner Newsroom and on social media with #GartnerSales.
About Gartner for Sales Leaders
Gartner for Sales Leaders supports sales heads and their teams with insights and tools to tackle critical growth challenges. Their research helps sales teams improve manager and seller skills, boost the value of sales interactions, and optimize enablement efforts. For ongoing news, follow #GartnerSales on X and LinkedIn.
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