Driving Behavior Change in Sales: Aligning Goals and Ensuring Accountability

Your sales strategy may be a work of art, but the most brilliant plan means nothing if sellers won’t execute. In this episode of the Gartner Sales Podcast, Betsy and Billy talk to Gartner Sr. Research Specialist Delainey Kirkwood, discussing how CSOs can drive effective seller behavior change and measure enablement’s impact in their organizations.

Delainey Kirkwood is a Senior Research Specialist in Gartner's Sales Research Practice. In her current role, Delainey creates and communicates insights and tools focused on addressing the mission-critical priorities of sales enablement leaders, particularly on the topics of revenue enablement and behavior change. Delainey is the managing editor of Gartner's Chief Sales Officer Quarterly. Delainey is a graduate of UNC-Chapel Hill and she began her career in manufacturing operations. She has been with Gartner for three years.