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Gartner Expert
David Richard Egloff
VP Analyst
Dave Egloff is a Vice President in Gartner's Sales Advisory Practice. He actively advises and produces research for sales and commercial executives to boost their team's effectiveness and optimize their GTM strategies. With over 20 years of global experience, his holistic approach combines qualitative assessments with quantitative insights. Areas of expertise include:
- Sales Design & Optimization role clarity, segmentation, account tiering and territory design
- Go-to-Market Strategy: coverage models, product launches and competitive differentiation
- Sales Transformations: strategic planning, M&A, change management and org redesign
- Sales Operations: sales support, operational excellence and KPIs
- Sales Compensation: incentive design, modeling, administration, goal setting & governance
Previous experience
Dave has been with Gartner since 2018. Before joining Gartner, he led sales effectiveness, sales compensation and global sales performance at companies such as TransUnion, Citrix and Motorola.
Professional background
TransUnion,Sr. Director, Sales Effectiveness,4 years
Citrix,Director, Sales Compensation,4 years
Areas of coverage
Sales Operations
Future of Work
Executive Leadership: Strategic Cost Optimization
Sales Strategy and Leadership
Sales Execution
Education
Professional Certifications in Compensation (CCP, GRP, CECP) and Change Management (PMP, Lean Six Sigma), M.S., Management and Systems, New York University, New York City, B.S., Psychology, summa cum laude, Sacred Heart University, Fairfield, Connecticut
Top Issues That I Help Clients Address
1Strategic sales force design with a focus on sales role clarity, coverage models and segmentation, Improving seller productivity by leveraging quantitative and qualitative analyses, Designing and optimizing the sales operations function for greater effectiveness, Managing, assessing and optimizing sales compensation programs, Transforming a sales force in response to cost management, organizational changes, mergers and acquisitions