Morgan Barnes is a Senior Director Analyst in Gartner's Sales Practice. Morgan develops and creates research as well as advises Sales Leaders on a breadth of topics. With 20 years of experience in various GTM Motions, she advises CSOs on Channel Strategy, Organization and Role Design, Pipeline Management, and GTM Strategy/Design. Morgan leverages her experience across both Sales and Marketing motions along with Gartner research to provide CSOs clarity on Channel Selection, GTM Process, Inside Sales Strategy, Org Design and Team Structure (including Role Design and Business Development), Sales Process Execution, Sales Playbooks, SDR/BDR implementation, Lead Generation, Ideal Customer Profiles, and Pipeline Management & Analytics.