The “Second Annual State of Sales” report has arrived — and it’s packed with stats and insights to help boost your team’s performance.
Salesforce Research surveyed over 3,100 global sales professionals to reveal how the role of sales is evolving in the changing customer climate. This report looks at which strategies, tactics, and technologies separate the leaders from the pack.
Today, customers are more connected and informed than ever before – and that means higher expectations of businesses. Top sales teams are responding by doubling down on the customer experience, redefining their success metrics, collaborating with other teams, adopting a mobile mindset, aggressively training reps, and embracing advanced tech.
Customers demand fast, always-on, and personalized experiences — yet, most sales teams continue to be hindered by slow, inefficient processes. Now, intelligent technologies that can automate and simplify the sales process are finally within reach. High performers are actively adopting capabilities such as predictive intelligence, guided selling, and artificial intelligence to streamline processes and drive customer success. For example, they are 3.5x more likely than underperforming teams to use artificial intelligence currently.
In the increasingly customer-driven market, sales teams are rethinking how they define success. Customer experience/success is ranked as the top KPI type used by sales teams to measure success. Click to tweet
Sales teams must connect across the company in order to achieve a seamless and personalized customer journey. Seventy-three percent of sales professionals say collaborating across departments is absolutely critical or very important to their overall sales process. Click to tweet
Collaborative sales strategies extend beyond internal teams — 76% of high-performing sales teams rate their collaboration between partners and customers/prospect capabilities as outstanding or very good. Click to tweet
Sales teams are finding the most success when they blend personal interactions with technologies that scale. While in-person remains sales’ top communication channel for connecting with customers, high-performing teams are scaling personal engagement with self-service channels. High-performing sales teams are 2.7x more likely to say it’s absolutely critical or very important to connect with customers using online communities. Click to tweet
Despite the pivot to customer-centricity, sales reps are still bogged down by administrative tasks that hamper customer engagements. On average, sales reps spend 64% of their time on non-selling tasks. Click to tweet
What was once considered futuristic tech that can potentially transform the sales process is now within reach. Triple-digit growth is expected for sales teams’ adoption of artificial intelligence (139%), predictive intelligence (118%), and automated lead-to-cash processes (115%) over the next three years. Click to tweet
Download now for an exclusive look at today’s top sales trends.