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Gartner Expert
Betsy Gregory-Hosler
Sr Director Analyst
For more than 20 years, Betsy Gregory-Hosler has used research to deliver insight and advice to leaders in both the private and public sectors. Betsy joined Gartner in 2021 and serves as a Senior Director, Analyst at Gartner for Sales Leaders. In her current role, she advises B2B sales leaders on critical topics including account growth, account planning, cross-selling strategies, seller time spend, training program design, and seller behavior change.
Previous experience
Before joining Gartner, Ms. Gregory-Hosler was a Senior Analyst at the Government Accountability Office, where she spent 15 years conducting research into federal programs and developing reports, testimonies, and briefings for Congress and the public. Her work focused on high-risk areas such as federal acquisition, contracting, federal budget challenges, and grants management. In this role, she specialized in generating high-impact, actionable recommendations for leaders—a commitment she continues in her work with sales executives today.
Professional background
U.S. Government Accountability Office, Senior Analyst, 15 years
NCR Corporation, Human Resources Consultant / Project Leader, 3 years
Areas of coverage
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Talent Management
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CSO Effectiveness
Education
Master of Public Administration, Program Evaluation / Nonprofit Management, Harvard Kennedy School of Government
Master of Industrial and Labor Relations, Human Resources, Cornell University
B.A., Economics, Smith College
Top Issues That I Help Clients Address
How do I help account managers focus on account growth rather than retention?
What are the key components of an effective account planning strategy?
What are the most effective practices to influence seller behavior?
What is the best way to design my sales training?
How do I coordinate cross selling among various account managers with varied solutions within one customer?