Gartner Survey Reveals Less Than Half of CSOs Report Their Organization Met Several 2024 Strategic Goals

“In today’s rapidly evolving sales landscape, CSOs are struggling to adjust their strategic plans to cope with the unexpected changes they face, as well as to reallocate budgets and resources to tackle a new priority that has recently emerged,” said Robert Blaisdell, VP Analyst, Chief of Research in the Gartner Sales Practice. “As sales leaders consider the latter half of the year, they must ensure organizational alignment, prioritize enhancing their sellers’ skill sets, and utilize technology to foster growth and transform their revenue organization.”

In a survey of 243 CSOs and senior sales leaders conducted from November through December 2024, Gartner found that 49% of CSOs report their sales organization’s definition of a qualified lead differs greatly from marketing’s definition.

“The alignment between sales and marketing teams is increasingly crucial for achieving strategic goals and driving revenue growth,” said Blaisdell. “Effective collaboration between these departments is essential for leveraging technological advancements, such as GenAI, to transform sales processes and enhance buyer interactions.”