Michael Katz is a Senior Director Analyst with over 15 years of experience consulting and advising with executive leaders. For the past 4.5 years at Gartner, Michael has been advising sales leaders in the areas of sales talent management, sales strategy, executive skills and Go-to-Market execution. He has worked directly with CSOs to address key challenges around seller productivity, manager effectiveness, driving sales transformation, C-Suite collaboration and performance measurement.
In his previous work, Michael directed and managed a team of researchers on large scale mixed methods evaluation studies with federal agencies and corporate partners. These studies focused on the intersection of human behavior and economics. He has presented business insights to and has worked with thousands of executives in the public and private sector. Michael’s work has been featured in Harvard Business Review, Washington Post, and National Public Radio.
Fors Marsh Group, Senior Researcher, 2 years
Urban Institute, Research Associate, 6 years
Measured Progress, Research Associate, 3 years
CSO Effectiveness
Operations and Decision Making
Go-to-Market
Talent Management
MBA, John Hopkins University
MA, Urban Education Policy, Brown University
BA, Political Science and Spanish, University of Michigan
Sales Enablement
CSO Skills and Influence
Sales Managers
Seller Skills, Motivation and Behavior Change
Sales Strategy and Planning