Do you ant...

Question

Do you anticipate the sales team at Gartner expanding or downsizing within the upcoming year?

Former Employee · Accepted Answer

Gartner has impressive attrition which helps reduce the need for traditional layoffs in a downturn.

Current Employee · Answer

Layoffs not likely, as sale attrition is high. Lots of people leave, others are forced our due to PIP plans.  Many teams are suffering and not able to hit their numbers. They continue to talk about the bounceback is around the corner, if they truly believed that they wouldnt put people on a PIP. Layoff no, quote attainment is not as good as it once was.

Current Employee · Answer

As a current AE in MSE it’ll be interesting to see. They keep stating that they are hiring but I think it is due to attrition and people forcibly leaving due to being put on PIP plans due to not selling. I know many regions are far from their growth goals and retention is scheduled to take a big hiT

Current Employee · Answer

They will probably keep growing. all they do is hire and shrink territories while increasing quotas

Current Employee · Answer

SVP shared no downsizing because Gartner's CEO focuses on long term and advises not to compress too much because once economy rebounds, Gartnee will be well positioned to capture even higher demands. Despite economic turbulence, Gartner has been resilient.

Former Employee · Answer

I’d say status quo.  But, despite Gartner’s earning results, many groups are struggling this year. Their high tech vendor business is down significantly YoY for example.   They did do layoffs in 2020 so it’s not unprecedented

Current Employee · Answer

No chance. 
0 layoffs we are still hiring.
I think we will thrive in the downturn as people cut consulting budget and switch to advisory

Former Employee · Answer

Its eay for Gartner to say they are expanding or growing- they continue to PIP current AE and then replace.

Former Employee · Answer

Sales will be the last to have layoffs, as non-revenue generating positions are low hanging fruit. There is high turnover, so that plus slowing down hiring, is probably all they will need to do. They continue to downsize other business units.

Current Employee · Answer

Great question!  The answer about sustainable hiring says it best.  Gartner expands judiciously and has demonstrated a reluctance to downsize.  Selling for Gartner is a little unique so once you're here and know how we work, you're valuable to Gartner.

Current Employee · Answer

Sales will continue to expand, whether AEs (managing accounts) or BDs (net-new logos).

I believe it was on our Q1 earnings call that our CEO announced a 5-year plan to grow headcount by what I believe was 5,000 (I could be wrong on numbers).

Current Employee · Answer

No. Gartner has always focused on sustainable hiring (I've been here over 11 years).

Current Employee · Answer

Expanding. Gartner sets realistic TI with a high % of associates overachieving ( >60% exceeding quota and >50% hitting Winner's Circle) and 1 in 4 associates were promoted last year. Gartner's growth throughout times of economic uncertainty and how our impact with C-level execs has never been more relevant in helping clients navigate turbulent market conditions. We retain clients at a higher rate compared to our competitors (86%) and the support to deliver value is always needed.

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Anonymous Q&A

Do you anticipate the sales team at Gartner expanding or downsizing within the upcoming year?