At the recent Gartner CSO & Sales Leader Conference, new insights revealed the growing misalignment and strategic challenges facing Chief Sales Officers (CSOs) in 2024. According to Gartner, only 45% of CSOs reported their organizations met several strategic goals, signaling a need for urgent recalibration of sales strategies, technological integration, and interdepartmental collaboration—especially as AI transforms buyer behavior and expectations.

As market conditions shift rapidly, CSOs are being urged to align their revenue organizations, reskill sales teams, and rethink AI implementation strategies to remain competitive and future-ready.

Insights from Gartner’s Survey of CSOs

1. Strategic Goal Achievement Remains Elusive

• Only 45% of CSOs say their organizations met multiple strategic objectives in 2024.

• Sudden shifts in market priorities and budget constraints are major contributing factors.

2. Sales and Marketing Misalignment Persists

• 49% of CSOs report significant differences between sales and marketing definitions of a "qualified lead".

• This disconnect hinders pipeline growth, lead conversion, and cross-functional synergy.

3. AI-Driven Future Demands Seller Reskilling

• 74% of CSOs believe that seller skills need to change significantly to meet future revenue goals.

• On average, 58% of sellers will require reskilling or upskilling by 2026 due to the impact of AI and generative technologies.

4. AI Integration Is a Necessity, But Control Is Limited

• Only 23% of CSOs are directly accountable for AI selection and integration in their organizations.

• 68% are either consulted or informed but lack decision-making authority, limiting effective tech adoption.

5. Technology Must Be Purposefully Aligned

• Successful AI adoption must go beyond implementation—it requires strategic integration into sales workflows.

• AI should enhance productivity, enable intelligent engagement, and support evolving buyer behavior patterns.

The Gartner report makes one thing clear: CSOs can no longer afford to operate with outdated strategies and siloed functions. Achieving strategic sales goals in the AI era will require better alignment between sales and marketing, intentional investment in seller skill development, and more influence over the AI tools shaping engagement workflows.

As AI transforms both buyers and sellers, sales leaders who proactively adapt will unlock competitive advantage and revenue growth, while others risk falling behind in an increasingly data-driven marketplace.