{"id":1633,"date":"2022-12-13T19:51:00","date_gmt":"2023-06-06T19:51:24","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=1633"},"modified":"2023-06-27T05:31:22","modified_gmt":"2023-06-27T05:31:22","slug":"sales-statistics","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/sales-statistics\/","title":{"rendered":"10 New Findings Reveal How Sales Teams Are Achieving Success Now"},"content":{"rendered":"\n<p>Our recent State of Sales survey, featuring insights from more than 7,700 sales professionals, shows how teams are maximising value amid economic headwinds.&nbsp;<\/p>\n\n\n\n<p>There&#8217;s one thing that&#8217;s certain in sales: things are never certain. That\u2019s underscored in our latest <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/research-reports\/state-of-sales\/?d=7013y000002KMPJAA4&amp;nc=7013y000002KMPEAA4\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">State of Sales report<\/a>, which found 72% of sales professionals don\u2019t expect to hit their annual quota. Why? Challenges like inflation, the continuing effects of the pandemic, and supply chain breakdowns are ever-present.<\/p>\n\n\n\n<p>The good news is sales teams are finding ways forward by maximising efficiency, cutting costs, and boosting sales rep productivity. Here are ten stats from our State of Sales report that tell the story of sellers adapting to meet the moment.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"state-of-sales-highlights\"> <span> State of Sales highlights <\/span> <\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"1-70-of-sales-leaders-say-their-company-takes-fewer-risks-now-than-before-the-pandemic\"><span>1. 70% of sales leaders say their company takes fewer risks now than before the pandemic <\/span> <\/h3>\n\n\n\n<p> Despite economic uncertainty, companies still need to hit their targets. Instead of gambling on higher-risk strategies and tactics, sales leaders are focusing on what they know works. In fact, 55% of sales leaders say they\u2019re prioritising low-risk initiatives with guaranteed modest growth. The headline message is that sure bets are preferred over bigger, but more uncertain gains \u2014 especially in rocky times. <\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"2-sales-reps-spend-only-28-of-their-week-selling-down-from-34-in-2018\"><span>2. Sales reps spend only 28% of their week selling \u2014 down from 34% in 2018 <\/span> <\/h3>\n\n\n\n<p> Sales teams are being asked to cope with too much manual work. Sellers want to sell, but they spend nearly three-quarters of their time distracted by admin. This includes tasks like record keeping, solving broken processes, tool management, data entry, and lead management. This creates a hurried sales process and less time to hit quota.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"3-66-of-sales-reps-say-theyre-drowning-in-tools\"><span>3. 66% of sales reps say they\u2019re drowning in tools <\/span> <\/h3>\n\n\n\n<p> Jumping between different sales tools is a big reason reps don\u2019t spend enough time selling. On average, sales teams use 10 tools to close deals. Many of these have a role to play in the sales process, but they can be costly, hinder productivity, and take reps away from connecting with prospects and customers that move deals forward. <\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"4-94-of-sales-organisations-plan-to-consolidate-their-tech-stack-in-the-next-12-months\"><span>4. 94% of sales organisations plan to consolidate their tech stack in the next 12 months <\/span> <\/h3>\n\n\n\n<p>To address tech overload, sales organisations are looking to streamline their stack. But the way forward isn&#8217;t simply ditching tech. It&#8217;s about optimising critical tools and removing nonessential or redundant ones. Sellers indicate there\u2019s plenty of opportunity here \u2014 only 37% strongly agree that their organisation takes full advantage of their CRM.&nbsp;<\/p>\n\n\n\n<p>George Carrera III, Senior Manager of Systems Technology at Mitsubishi Elevators, emphasises the importance of both consolidation and optimisation, \u201cAs sales teams look for new paths toward efficiency, endless technical solutions are often viewed as silver bullets. But you have to analyse your process to see what\u2019s really needed, make the most of tools you need to keep, and cut legacy tools that don\u2019t help.\u201d<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"5-97-of-sales-leaders-and-sales-ops-professionals-say-ai-has-improved-use-of-reps-time\"><span>5. 97% of sales leaders and sales ops professionals say AI has improved use of reps\u2019 time <\/span> <\/h3>\n\n\n\n<p> Not only are sales organisations working to consolidate tech stacks to boost efficiency, they&#8217;re also keen to remove the manual work that keeps sales reps from spending time selling. Artificial intelligence (AI), paired with automation, removes admin tasks like updating deal records and scoring leads. This keeps sellers focused on conversations with buyers. This isn\u2019t just a theoretical productivity booster, either \u2014 as our report reveals, high-performing reps are 1.9x more likely to use AI. <a href=\"https:\/\/www.salesforce.com\/ap\/products\/sales-cloud\/overview\/?d=btn-bodybanner2-salescloud\" target=\"_blank\" rel=\"noopener\"> <\/a><\/p>\n\n\n\n<p><a href=\"https:\/\/www.salesforce.com\/ap\/products\/sales-cloud\/overview\/?d=btn-bodybanner2-salescloud\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" src=\"https:\/\/salesforce-news-blog-develop.go-vip.net\/wp-content\/uploads\/sites\/8\/2023\/06\/sales-trends-cta-banner-2.jpg\" alt=\"Learn more about Sales Productivity Bundle.\"> <\/a> <\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"6-90-of-high-performing-sales-reps-say-their-leadership-encourages-them-to-prioritise-long-term-customer-relationships-over-short-term-wins\"> <\/h3>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"6-90-of-high-performing-sales-reps-say-their-leadership-encourages-them-to-prioritise-long-term-customer-relationships-over-short-term-wins\"><span>6. 90% of high-performing sales reps say their leadership encourages them to prioritise long-term customer relationships over short-term wins <\/span> <\/h3>\n\n\n\n<p>Facing uncertainty, sales leaders are looking for revenue they can rely on. That&#8217;s why they&#8217;re emphasising customer relationships over quick deals, allowing reps to build solid connections that foster loyalty, leading to cross-sells, upsells, and renewals. All these lead to more predictable revenue.&nbsp;<\/p>\n\n\n\n<p>To establish these relationships, reps are increasingly acting as more than just transactional salespeople. In fact, 82% of sales reps say their company enables them to act as trusted advisers to buyers, helping them solve complicated problems and address their customers\u2019 specific needs.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"7-81-of-sales-representatives-say-team-selling-helps-them-close-deals\"><span>7. 81% of sales representatives say team selling helps them close deals <\/span> <\/h3>\n\n\n\n<p>Sellers are also adapting to increasingly savvy buyers. 81% of sales reps say buyers are increasingly conducting research before they reach out, which means sellers must pool resources and knowledge to address questions that go beyond basic product functionality.&nbsp;<\/p>\n\n\n\n<p>Unfortunately, cross-functional alignment could use some work. Most reps agree team selling helps them close deals, but say it&#8217;s tricky for everyone to sync up. Addressing this will be top of mind for sales leaders, who say cross-functional alignment is the #1 tactic for driving growth.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"8-85-of-sales-leaders-say-theyre-struggling-to-get-budget-for-needed-headcount\"><span>8. 85% of sales leaders say they\u2019re struggling to get budget for needed headcount <\/span> <\/h3>\n\n\n\n<p>Tight budgets are increasingly an issue for sales leaders, which adds stress to teams asked to hit revenue targets without added headcount or resources. This can lead to frustration and, in more than just a few cases, turnover.&nbsp;<\/p>\n\n\n\n<p>That\u2019s why it\u2019s important to make sure every rep has the resources and support they need to be successful. Leaders are keeping employee experience and engagement top of mind, offering regular one-on-one coaching, increasing tool training, prioritising work-life balance, and offering more benefits.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-medium-font-size\" id=\"9-81-of-sales-reps-say-they-get-valuable-coaching-from-their-manager\"><span>9. 81% of sales reps say they get valuable coaching from their manager <\/span> <\/h2>\n\n\n\n<p>That&#8217;s the good news. The problem is one-on-one coaching is relatively infrequent \u2014 only 26% of sales professionals say it occurs weekly. And when managers do sit down with reps, they likely have a lot to cover.<\/p>\n\n\n\n<p>One possible solution is enablement technology that automatically surfaces big-impact areas for training. It\u2019s a big area of opportunity, as only 53% of sales leaders say they use coaching solutions like this.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-medium-font-size\" id=\"10-only-28-of-sales-professionals-expect-to-meet-or-exceed-quota-in-the-following-year-but-sales-organisations-are-offering-support\"><span>10. Only 28% of sales professionals expect to meet or exceed quota in the following year \u2014 but sales organisations are offering support <\/span> <\/h3>\n\n\n\n<p> With so much global economic uncertainty, sales professionals worry about hitting revenue targets. But it\u2019s not all bad news. Even facing very real financial difficulties, 75% of reps have confidence in their organisation\u2019s ability to prepare them for the current selling landscape.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"sales-statistics-to-drive-success-in-a-new-era-of-efficiency\"><span>Sales statistics to drive success in a new era of efficiency <\/span> <\/h2>\n\n\n\n<p>Winning sales leaders know they can excel in lean times if they emphasise efficiency and productivity. Our State of Sales report underscores this, with sales leaders saying their focus over the next 12 months will be on:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Embracing hybrid and virtual selling for more flexibility<\/li>\n\n\n\n<li>Improving cross-functional alignment<\/li>\n\n\n\n<li>Maximising the use of tools and technology<\/li>\n<\/ul>\n\n\n\n<p>These will be key to driving success in 2023 \u2014 and are instrumental in ensuring success now.<\/p>\n\n\n\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/sg\/en\/authors\/\"><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales teams are being asked to do more with less. So how do sales leaders cut costs without compromising efficiency? The answer \u2014 automation<\/p>\n","protected":false},"author":1,"featured_media":1629,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"cff9c73bcfc24ce39a2b62a68e77972b","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[36,15],"sf_content_type":[],"coauthors":[3],"class_list":["post-1633","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales-cloud","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>10 New Findings Reveal How Sales Teams Are Achieving Success Now - Salesforce<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ap\/blog\/sales-statistics\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"10 New Findings Reveal How Sales Teams Are Achieving Success Now\" \/>\n<meta property=\"og:description\" content=\"Sales teams are being asked to do more with less. 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We're immersed in the world of customer relationship management, helping businesses unlock the full potential of their data and connect with their customers in more meaningful ways. Whether it\u2019s using AI to improve service or streamlining sales processes, we're passionate about the tools and strategies that help our customers succeed in the digital age.\",\"url\":\"https:\/\/www.salesforce.com\/ap\/blog\/author\/salesforce\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"10 New Findings Reveal How Sales Teams Are Achieving Success Now - Salesforce","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.salesforce.com\/ap\/blog\/sales-statistics\/","og_type":"article","og_title":"10 New Findings Reveal How Sales Teams Are Achieving Success Now","og_description":"Sales teams are being asked to do more with less. 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