Salesforce ProGen — an AI language model trained on the largest protein database available — was featured in this month’s edition of Nature Biotech to show how generative AI can lead to potential solutions for addressing challenges in human disease and the environment.

The Nature Biotech story also reveals the first known 3D structure of an artificial protein designed fully by AI.

Why it’s important: Salesforce ProGen was built on the same fundamental idea as the large-language chatbots that have recently entered the zeitgeist. 

In fact, the Salesforce AI Research team is currently leveraging ProGen to identify potential treatments for neurological and autoimmune disorders such as rheumatoid arthritis and multiple sclerosis. 

Fast fact: Using ProGen, the Salesforce AI Research team tested artificial proteins against natural proteins for antibacterial function in a lab, working with Tierra Biosciences and Professor James Fraser’s lab at the University of California San Francisco. 

The Salesforce perspective: “ProGen exemplifies how generative AI can be applied to bioscience and healthcare in this emerging field,” said Nikhil Naik, Director of Research, Salesforce. “This research reveals how useful large language models can be in designing novel proteins for use in real-world applications.”

ProGen exemplifies how generative AI can be applied to bioscience and healthcare in this emerging field.

Nikhil Naik, Director of Research, Salesforce

The big picture: As the world continues to combat disease, evolving proteins from scratch in a laboratory has traditionally been a slow process. 

What’s next: Explore more about ProGen here, and find more Salesforce AI Research insights on the team’s AI Research blog

83% of UK consumers say they will reassess their budget over the next 12 months as they seek more personalised experiences 

56% say poor quality service is the primary reason they won’t make a repeat purchase

67% expect companies to react instantly with up-to-date information when transferred between departments

A new survey of 1,015 UK consumers reveals critical changes to consumer spending amid inflation and economic uncertainty.

These findings, part of a global survey of 5,000 consumers, highlight current sentiment on spending and what it will take to earn consumer loyalty in 2023.

Retail, travel, hospitality, media and entertainment most at risk as consumers rethink spending

UK consumers are thinking more critically about where they will spend their money in 2023, with 83% saying they will reassess their budget over the next 12 months. This compares with 81% globally.

Retailers are most at risk. 81% of consumers say they will reassess their spending with retail brands over the coming year (79% globally). Travel and hospitality and media and entertainment also face the potential for lowered spend, with 79% (78% globally) and 71% (70% globally) of consumers, respectively, reporting reassessment plans in those sectors.

Personalised, real-time experiences drive loyalty for spend-conscious consumers

An economy plagued by inflation and staffing shortages hasn’t lowered UK consumers’ expectations for top-notch service. 46%, in fact, expect a better experience from their favorite brands as a result of the current economic climate (52% globally).

The good news is these same consumers are clear about what they believe makes an improved experience.

71% say they will remain loyal to companies that deliver faster service (72% globally), and 61% say they will stay loyal if the company offers a more personalised experience (65% globally). 

Consumers also expect brands to use their data to offer more relevant customer services, with over 67% reporting they expect companies to react instantly with the most up-to-date information when transferring across departments (60% globally). Bolstering trust can also be an opportunity for loyalty; 73% of consumers say that companies that provide data security will encourage their loyalty (75% globally).

Disconnected experiences spark frustration for consumers

On the flip side of the coin, consumers were also willing to report what made for a poor experience.

They reported top frustrations ranging from disconnected experiences (43%), to being asked questions that they’ve answered before (38%), and being offered products that aren’t relevant to them (34%). 

When added together, frustrating experiences create negative brand perceptions — and possibly, a future customer lost. According to 56% of consumers, poor quality service is the primary reason that prevents them from making a repeat purchase (52% globally).

Real-time data drives exceptional customer experiences 

Research shows that personalised customer experiences are no longer ‘nice to have,’ they are essential to competing in a changing economy.

Real-time data offers a path for companies that want to compete in this new economy and deliver the personalised experiences consumers expect. When pulled together into a single source of truth, real-time data offers rich and actionable insights that can help deliver intelligent and connected customer experiences.

To retain market share and drive revenue growth amid macroeconomic uncertainty, brands need to ensure their offerings stand out from their competitors. That requires more than just a great product at a low price. Today’s consumers want personalised experiences and faster service, and they’re ready to shop around if their expectations aren’t met

Matt McLarty, Global Field CTO, MuleSoft

“Companies that want to increase customer loyalty must leverage real-time, intelligent, and automated technology solutions that support seamless connected experiences and personalised journeys,” continued McLarty. “Businesses must be capable of both understanding and acting on their data. This will mean the difference between thriving or surviving as businesses navigate challenges in 2023.”

More information:

Research Methodology

Salesforce conducted this global survey in partnership with Survey Monkey in December 2022. The total sample size was 5,038 adults: UK (1,015 adults), U.S. (1,008 adults), Canada (1,006 adults), Australia (1,005 adults), and Singapore (1,002 adults). The figures are representative of adult populations (aged 18+).

Advanced Turf Solutions and Newell are turning to Salesforce to accelerate digital commerce, reduce costs, and get closer to their customers 

Today, Salesforce unveiled new commerce innovations designed to help companies in any industry build customer loyalty, deliver frictionless experiences from discovery to fulfillment, and personalize every interaction.

Eighty-eight percent of business buyers and consumers say the experience a company provides is as important as its products or services. Commerce Cloud unifies customer and order data to create a connected and personalized buying experience for businesses and consumers across marketing, sales, and service touchpoints.

“With these new commerce innovations available on the Salesforce platform, companies across industries as diverse as manufacturing, healthcare, tech, and consumer goods can harness the power of automation and unified customer data to embed personalized commerce opportunities – enabling customers to grow revenue and margins while driving efficiency and cutting costs,” said Scot Gillespie, EVP and GM of Commerce Cloud, Salesforce.

Commerce Cloud helps build trusted experiences in healthcare and life sciences industry

Healthcare companies expect 46% of revenue to come from digital channels in the next two years. With Commerce Cloud, healthcare organizations can:

Commerce Cloud helps redefine buying experiences for manufacturing companies

According to Salesforce’s Trends in Manufacturing report, 88% of manufacturers say increasing process efficiencies is a priority. With new innovations from Commerce Cloud, manufacturing and automotive companies are enabled to: 

“Salesforce enables us to make hugely transformational changes to our business behind the scenes, but to our customers we’re just making their buying process easy,” said Tracie Pruden, Chief Information Officer of Advanced Turf Solutions, a green industry distributor and producer of field products and accessories for lawn and landscape management.

Commerce Cloud helps consumer goods companies unlock new sales channels

Consumer packaged goods (CPG) companies expect 58% of their sales to come through digital channels in the next two years. Commerce Cloud enables consumer goods companies to:

“It’s important to Newell that every one of our brands has the flexibility to tell their story and seamlessly connect with customers without interruption,” said Doug Robinson, Director of Solution Architecture for Newell Brands, the consumer goods conglomerate that owns Rubbermaid, FoodSaver, Mr. Coffee, Yankee Candle, and more.

Working with Commerce Cloud allows us to make changes to sites with agility to focus on the consumer’s needs and provide a best-in-class experience.

Doug Robinson, Director of Solution ArchitecturE, Newell Brands

Commerce Cloud helps consolidate data and expand revenue for technology companies 

From high tech manufacturing to software, the tech industry is experiencing key market shifts. With Commerce Cloud, technology companies have the ability to:

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This article reflects the experiences of real Salesforce customers, but your experience may vary. Customers should make their purchase decisions based on their unique needs and the Salesforce products and features that are currently available.

Today, Salesforce announced that the Spring ‘23 Product Release preview is now live.

Why it matters: The Spring ‘23 Product Release includes hundreds of new features that become generally available on February 13, 2023.

Highlights from the Spring ‘23 Product Release

Account Discovery is a dashboard built on top of CRM Analytics and accessible directly from the account list view.

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Today, Salesforce unveiled new Commerce Cloud solutions, available this spring, that will enable automakers and dealers to reimagine online sales. This week at the Consumer Electronics Show (CES), Salesforce will also demonstrate how its Automotive Cloud is powering the next generation of car buying, driving, and servicing.

Nearly 75% of all customer interactions during the car-buying process now take place in digital channels, and 88% of customers say the experience a company provides is as important as its products or services. As digitally-fueled car sales increase, vehicles are also becoming more connected. By the end of the decade, it is estimated that connected cars — cars that can communicate and share data with a variety of systems both inside and outside of the vehicle — will make up about 95% of all new vehicles sold around the world, creating an estimated 100 petabytes of data per month that can be harnessed to drive connected experiences.

However, most automotive organizations aren’t equipped with the people, processes, or technology they need to harness this data and deliver connected experiences throughout the car buying and ownership journey.  

“Immersive, connected, and frictionless experiences will be a key differentiator for auto companies in an increasingly competitive market where electric vehicles are standardizing performance,” said Achyut Jajoo, SVP and GM of Manufacturing and Automotive, Salesforce.

With Automotive Cloud, companies can deliver differentiated and personalized experiences at every touchpoint and power the future of connected, software-defined vehicles.

“We are entering a new frontier with limitless possibilities that will completely change how our customers engage with their vehicles,” said Knut Krösche, Head of Digital Business & Mobility Services at CARIAD. “We’re thrilled to be working with companies like Salesforce to offer a powerful ecosystem that will unite the connected car with the connected customer to deliver new experiences.” 

Automotive Cloud’s Vehicle Console gives easy access to comprehensive vehicle information – such as odometer readings, vehicle market value, and service and repair information.

Deliver the future of connected vehicles with Salesforce

With Automotive Cloud, automakers can deliver immersive, in-car experiences powered by real-time personalization. By bringing together car and driver data to orchestrate experiences across marketing, sales, commerce, and service, at scale, automakers can build truly connected experiences with Salesforce. And, with Salesforce Genie Customer Data Cloud, automotive companies can unify their customer and vehicle data across all channels and interactions, such as customer inquiries, service requests, and vehicle data into a single, real-time profile for every customer.

For example, automakers can bring these next generation in-car experiences to life with Automotive Cloud to do things like help drive adoption of their software subscription services by creating a personalized, automated flow that can offer a customer a trial of their new park assist feature before the customer attempts to park their car – enabling automakers to target the right customer, at the right time.

Commerce Cloud provides B2C shoppers and B2B purchasing with immersive, personalized buying experiences based on current location, product feature sets, inventory availability, and more.

Redefine the car buying experience with Automotive Cloud and Commerce Cloud

According to Salesforce’s Trends in Automotive Report, just 26% of Original Equipment Manufacturers (OEMs) and 23% of retailers believe their companies have adapted well to selling online. And, less than one in five auto companies believe their digital storefronts are engaging, mobile-friendly, and provide accurate inventory data.

With Automotive Cloud and Commerce Cloud — now built on the Salesforce platform — auto companies can reimagine the digital car buying experience by: 

Extend the power of Automotive Cloud with the Salesforce ecosystem

Salesforce is also working with major industry players like Amazon Web Services (AWS) to drive more value from connected car data and power exciting new in-car experiences. For example, as shown in a demonstration with AWS at CES (in LVCC West, booth #4001), consumers can expect maintenance alerts through their car’s infotainment system warning that their tires are wearing down, find and schedule a service appointment at their preferred local dealership, and even order and pay for new tires, all from their car’s infotainment system. 

To achieve a software-defined future for the automotive industry, automakers depend on the ability to harness the growing amount of data these enhanced, connected vehicles will create. Working with companies like Salesforce enables us to help automakers unlock value from their data and the intelligence they need to curate the next generation of personalized experiences in the vehicle or on the road.

Wendy Bauer, general manager, Automotive at AWS

“The future of the automotive industry will be defined by software, whether you are buying, driving, or servicing a vehicle,” said Jajoo. “With Salesforce and the depth of the Salesforce ecosystem, automotive companies can bring together a complete view of the driver and the vehicle to power connected, immersive consumer experiences at every stage of their journey.”

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Product Disclosure

Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase Salesforce applications should make their purchase decisions based upon features that are currently available. Salesforce has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit, or call 1-800-NO-SOFTWARE.”

Formula 1, an organization that prides itself on being the “greatest racing spectacle on the planet,” is growing and deepening its fan engagement with Salesforce. By leveraging Salesforce Genie Customer Data Cloud across the Customer 360, F1 creates a single, real-time source of truth and memorable, high-performance experiences for its 1.5 billion fans around the globe.

Why it’s important: In a world where 73% of customers expect companies to understand their needs and expectations, fans of F1 expect personalized experiences that allow them to engage with their favorite sport at a deeper level. 

Driving the news: F1 needed to develop a greater understanding of its growing fan base and deliver a tailored engagement strategy to meet their needs. Deploying Salesforce’s technology helped to:

What’s the impact: Cloud innovations, creating innovative new digital content, trackside signage, and Grand Prix hospitality experiences are powering long-term benefits for F1 and its followers.

The customer perspective: “Using Salesforce’s industry-leading technology, we’re creating a new era of fan experience and engagement,” said Zarah Al-Kudcy, Head of Commercial Partnerships, Formula 1. 

Together, we can increase our touchpoints — physical and digital — to improve the experience for the fans and the insights we have to tailor our approach even better.

What’s next? F1 will continue to focus on unlocking extra brand value and revenue by giving fans even more to love, opening doors for new audiences around the world as the sport continues its rapid growth.

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 Salesforce predicts over 1.4 billion orders purchased this holiday season will be returned

Seamless fulfillment and easy returns will be key strategies for retailers looking to drive loyalty and profitability through the remainder of the holidays

Despite economic challenges, global online sales across the first three weeks of December increased 2% year over year (YoY), representing $395 billion in online holiday spend. Convenience continues to be a priority for 2022 shoppers as Buy Online and Pick Up In Store (BOPIS) accounted for 23% of online orders during the final full weekend of holiday shopping.

Salesforce analyzed shopping data across commerce, marketing, and service from over 1.5 billion people shopping on retail sites (including 24 of the top 30 U.S. online retailers) using Salesforce Customer 360 and found:

Key holiday insights (November 29–December 19): 

The Salesforce perspective: “After a surprisingly strong Cyber Week in the U.S., retailers are continuing to offer attractive online discounts in the final few weeks of the holiday to clear balance sheets and shelf space,” said Rob Garf, VP and GM of Retail, Salesforce.

Retailers must now turn their attention to extending the online shopping window with creative store fulfillment and preparing for the imminent returns tsunami to drive both loyalty and profitability during the season’s homestretch.

Rob Garf

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2022 Salesforce Holiday Insights and Predictions Methodology

Salesforce delivers retail success now with data and insights from the shopping behavior of consumers around the world. To help retailers and brands benchmark holiday performance, Salesforce analyzes aggregated data to produce holiday insights from the activity of over 1.5 billion global shoppers across more than 64 countries powered by Commerce Cloud, in addition to Marketing Cloud and Service Cloud data from retailers. Salesforce’s holiday data set includes 24 of the top 30 U.S. online retailers on the 2021 Digital Commerce 360 list and utilizes publicly available third-party data sources.

To qualify for inclusion in the analysis set, a digital commerce site must have transacted throughout the analysis period, in this case Oct. 1, 2019 through Dec. 19, 2022, and met a monthly minimum visit threshold. Additional data hygiene factors are applied to ensure consistent metric calculation.

The Salesforce holiday predictions are not indicative of the operational performance of Salesforce or its reported financial metrics including GMV growth and comparable customer GMV growth.

The highly anticipated new product accelerates development on the Salesforce Platform to help teams release technology solutions faster, where organizations can reduce IT costs by as much as 25%. Companies that build on the Salesforce Platform deploy solutions 30% faster, and increase developer productivity by 28%*. 

For more detailed technical information about DevOps Center, visit the Salesforce Admins blog or the Developer Blog.

Today, Salesforce announced the general availability of DevOps Center to help teams release technology solutions faster. DevOps Center makes it easier to collaboratively build, test, and deploy custom solutions across Salesforce – including automations, applications, and experiences – that connect to real-time customer data. 

Why it matters: At a time when companies are under immense pressure to deliver success now, DevOps Center brings improved tooling to build apps faster and more reliably across sales, service, marketing, commerce, and IT teams — including apps powered by the Genie Customer Data Cloud — which delivers faster time to value: 

What’s new: Key features of DevOps Center that reduce the cost and complexity of deployments include:

  1. Better organized work. Teams can track and deploy the associated changes as Work Items — records on the new, custom object delivered with the DevOps Center application that can be operated against with Salesforce Flows and other platform operations.
  2. Automated change tracking to accelerate releases. As teams make changes in their sandboxes, DevOps Center automatically tracks them. Users can point and click to promote their desired metadata components, and ignore those that are not relevant. This removes spreadsheets, sticky notes, and change sets as a means to track changes.
  3. Customized pipelines. Companies can now easily create a pipeline that makes sense for each team and associate stages with sandboxes to build and test.
  4. Seamless integrations with Source Control. Starting with GitHub, teams can use clicks to connect DevOps Center to their version control systems. This centralizes changes in source, and does so in a way that is friendly for those who don’t have experience with Git, branch management, or Pull Requests. Now teams can enforce DevOps best practices and governance without the typical hurdles.
  5. Easy ways to migrate and deploy changes with clicks. DevOps Center visualizes the entire development pipeline, and enables teams to bundle and migrate changes from one stage to another with clicks.
  6. Supports fusion teams: While most associate DevOps with highly technical talent, DevOps Center provides a low-code solution for DevOps best practices, which means that all users, not only highly technical talent, can participate in the development pipeline and deliver business solutions.

By the numbers: For CIOs, IT leaders, admins, developers, and DevOps professionals, DevOps Center provides a single source of truth for projects and work to be done, wrapped in a centralized, easy-to-use interface on top of modern DevOps tooling, such as Git-based version control. 

DevOps Center enables teams to visualize changes across their development pipelines, and promote changes from one stage to another using clicks.
As teams make changes in their sandboxes, DevOps Center automatically captures and represents them within its centralized UIs. Teams can then selectively choose which changes to promote, with reviews in place to ensure governance standards are met.

The Salesforce perspective: “Businesses are facing economic headwinds, creating tension between speed-to-value and the security of the application lifecycle across sales, service, marketing, commerce, and IT. CIOs and their teams must help their companies do more with the tools and resources at their disposal,” said Karen Fidelak, Senior Director of Product Management, Salesforce. 

The IBM perspective: “At IBM, we’re focused on fast and efficient releases across Salesforce, and that means we need to stay on top of changes while also keeping our sandbox environments in sync,” said Sarfarajey Akram Mir, Platform Architect at IBM.

DevOps Center enables us to increase the speed and quality of our deployments, while also enabling more of our team to participate in the development lifecycle without fear of code collisions.

Sarfarajey Akram Mir, Platform Architect at IBM

Zoom out: DevOps Center’s GA retires over 75,000 points on the IdeaExchange, Salesforce’s collaborative marketplace for feature ideas, where Trailblazers vote to influence the Salesforce roadmap. 

DevOps Center is available today at no additional cost in most Salesforce licenses. Visit Setup to install the managed package.

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*Source: 2022 Salesforce Success Metrics Global Highlights. A 2022 study based on 3,706 customer interviews in the US, Canada, UK, Germany, France, Australia, India, Singapore, Japan, and Brazil.

In the video below, watch Salesforce Chair and CEO Marc Benioff and Salesforce EVP and GM of Next Gen CRM and Unified Data Services Steve Fisher discuss and demonstrate the power of Salesforce Genie Customer Data Cloud, powered by Tableau. The product demonstration begins at 3:46 in the video.

“What if you could have Salesforce’s data cloud that was deeply integrated into our architecture, that was offering real-time data so you could plug in real-time data sources, that had artificial intelligence built in because it’s core to our platform, that you would have automation built in because workflow is already part of our platform and then it’s fully open?”

That’s how Salesforce Chair and CEO Marc Benioff prefaced his introduction of Salesforce Genie Customer Data Cloud, powered by Tableau, at his keynote during last week’s World Tour NYC event.

Announced at Dreamforce, Genie Customer Data Cloud ingests, harmonizes, and unifies all of a company’s customer data across channels and interactions into a single, real-time customer profile, so every experience across the Customer 360 is more automated, intelligent, integrated, and real time.

In the video, Steve Fisher demonstrates how Genie powered by Tableau powers unparalleled ease of use for customer insights, and can drive down data warehousing costs, increase speed to insight, and enable better decision making by bringing all of a company’s data and analytics together in one place.

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Amid pervasive economic uncertainty and growth concerns at many organizations, sales teams everywhere are looking for ways to boost sales efficiency and lower costs. Last week at World Tour NYC, new Salesforce and Slack productivity innovations were announced to help organizations grow revenue — faster and at scale — at lower costs than ever.

Available early next year, new Sales Cloud and Slack innovations – powered by Salesforce Customer 360 and the new Slack platform – will bring together critical insights and scalable automation to help sales teams gain productivity, close deals quickly, and drive growth for their organizations. A Sales Productivity Bundle will be available immediately to help customers automate sales processes and give any sales organization a consistent way to work as a team, connected to all their systems and customer data.

We caught up with Rob Seaman, SVP of Product Management at Slack, to hear how customers can use the technology to bring critical insights, scalable automation, and the people who can act on them, together. 

Q. How are economic headwinds prompting companies to adjust their strategies? 

Companies are looking for ways to achieve higher levels of productivity. It’s not necessarily ‘growth at all costs,’ but ‘how do we do as much as we can with what we have?’ 

And that most certainly affects sales teams who are under pressure to produce results and move the business forward. They’re looking for a new way of selling that takes admin work off their plates and gives them tools to make them more efficient and productive.

Q. What challenges are Salesforce/Slack customers facing in this environment?

The challenges that teams are facing are actually the same ones that they’ve been facing for some time now. The macroeconomic environment is just bringing long-standing issues front and center.

Sales teams aren’t as effective as they theoretically could be. There’s a lot of misalignment among teams and their stakeholders. They’re spending a lot of time not actually selling. 

Salesforce’s new State of Sales Report found that reps spend only 28% of their week selling, and 66% say they’re overwhelmed by using too many sales tools.

Rob Seaman, SVP of Product Management at Slack

In addition, their data is often out of date. And it’s difficult to onboard new sales reps into these tough environments.

Q. How do the Salesforce and Slack innovations help sales reps be more productive? 

To build these innovations, we took inspiration from how our own sales team and customers use Slack.  

Think about the number of emails that go out during the sales process — either to a customer directly, or among colleagues about a customer’s status. It’s a lot of emails and a lot of people that are brought in that you need to get up to speed as you move through the sales flow. New Account Channels within Slack let sales teams orchestrate entire customer relationships, which are organized pretty inefficiently today. 

With Account Channels, they can quickly find real-time insights that they had to hunt for before, and easily disseminate information about customers to everyone who needs to see it. For example, sales reps are often in the dark about whether a customer just logged a case, or their marketing team just invited a customer to be part of an event. With this new solution, that information is going to be brought to them proactively and in real time within an Account Channel in Slack. 

The solution also enables greater collaboration between sales reps and other teams, making the process for winning sales deals as seamless as possible. The sales process often requires layers of deal approvals and executive support, which require buy in and approval from other groups across an organization. With the new tools, sales teams can easily work with teams – like finance and legal – to make decisions about next steps, answer questions, and more. It’s also easier than ever to solicit executive support for deals to make sure the deals are won.

Q. Sales is often a team sport. How do the new Account Channels help teams get the win?

To close a deal faster, sales teams need quick access to subject matter experts and stakeholders. For example, an executive sponsor that can negotiate pricing with the buyer, an expert on a particular product to explain the application to the customer’s business, or legal and finance teams to nail down the details of a deal.

A Slack Account Channel makes it a heck of a lot faster for reps to make these connections, and get teams up to speed and brought into deals when and where they’re needed. We’re bringing all of those deal-making team members – and necessary approvals – right into Slack, making the process to close deals tremendously faster than they’ve previously been.

Q. How do the new solutions’ automation features play a role in closing deals?

The new Slack platform is much more automated than before, and we’re connecting that to Salesforce’s platform. 

When a customer logs a case or gets a marketing message, reps will now have an automated, real-time view of the activity. The process of requesting a subject matter expert or an executive can be automated through channels and workflows in Slack. 

And, importantly, that process of obtaining approvals, which can be so time consuming, is going to be automated through a process directly in Slack. The approval process for quotes for sales reps often takes days or weeks, and we’re going to take that from weeks or days down to within the day, or hours, or minutes.

Q. What does the future look like for sales teams? 

The future of sales hinges on teams’ ability to be unified, in one place; where reps can access the tools, data, collaboration, and customer information they need with the least amount of effort required.

Additionally, working with customers in a faster way, and more directly, is going to be a huge part of the future for sales teams. Today, a lot of customer communication is handled over email, and through forms and paperwork, which is just not efficient. Automated processes and new ways of working in real time, like Slack Connect, will be transformative for sales teams. 

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With nearly 70% of sales reps saying they’re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their tech stacks over the coming year so reps can spend more time selling and connecting with customers

Quick take: Salesforce surveyed more than 7,700 sales professionals from 38 countries to uncover how sales organizations are optimizing tech for peak efficiency, addressing customers’ increasing demands, and maximizing rep productivity to drive success now. 

Sales teams are in a challenging moment, and fewer than three out of 10 sellers expect their team to hit their full quota this year. Reps are being asked to adapt to close deals fast and fortify their company’s bottom line, but find themselves bogged down in administrative work that holds them back from the actual job of selling.

Today, Salesforce released the fifth edition of the State of Sales report, a global snapshot of how sales teams are reimagining their work to drive success now, including:

“The most recent period of growth is on pause — traded away for tight budgets and a preference for high operating margins,” said Adam Gilberd, Executive Vice President, Sales at Salesforce. 

As sellers, we’re used to these conditions and are quickly adapting. Our customers are facing those same challenges. And our job is to help them overcome — to showcase opportunities for efficiency, cost savings, and added productivity. To be a trusted advisor in their pursuit of business goals and success now.

Adam Gilberd, Executive Vice President, Sales at Salesforce

Below are additional findings from the new sales research.

Sales teams adapt to a tougher selling environment

Sixty-nine percent of sales professionals say selling is harder now. Sellers are adjusting to a world that is both more competitive and resource constrained. Supply chain issues and inflation are particularly big concerns globally, with some variation across regions and industries.

The economic landscape is no longer one of rapid growth but increasingly one where teams prioritize dependable revenue: 70% of sales leaders say their organization is taking fewer risks now. Instead, their primary focus is transitioning away from pure in-person selling and improving alignment between departments.

Sales reps collaborate across teams to meet rising buyer expectations 

Sales reps are under pressure to act as trusted advisors to buyers – sharing sophisticated insights on all the right channels, including a myriad of digital spaces like email, social media, live chat, and messaging platforms. All in all, companies report using an average of 10 such channels to sell to customers, and nearly one-third of deals close completely virtually. 

Reading down a spec list or script won’t cut it with buyers, who — contending with the same tough market as sellers — seek personalized advice tailored to their specific circumstances. Seventy-three percent of customers expect companies to understand their unique needs and expectations, and over eight in 10 reps say buyers increasingly conduct research before they even reach out. 

The research suggests that empowering cross-team collaboration may be a helpful way to address the challenges of selling. Eight out of 10 sales reps report that team selling helps them close deals. However, 82% of reps say alignment with other sellers is at least somewhat challenging, and across the board, partnerships with other teams often don’t even happen.

Reps partner most often with Sales operations (48%), followed by other sellers (43%) and marketing (42%)

Sales operations is tasked with increasing productivity 

As selling gets increasingly difficult, many reps have limited time to connect with customers. Reps spend just 28% of their week actually selling, with the majority of their time consumed by other tasks like deal management and data entry.

Sales reps spend just 28% of their time selling

The rise of sales operations as a strategic partner has emerged as a solution. Once viewed as a behind-the-scenes function, sales operations has taken center stage as organizations emphasize efficiency and cost savings. With expertise in optimizing tools and processes, sales ops professionals can give reps more time to focus on what they were hired to do: sell. At companies with a sales ops function, 65% of sales leaders now describe sales ops as key players defining strategy — up from 54% in 2020. 

One area of focus is the tech stack. In fact, sales teams use an average of 10 tools to close deals — everything from account management solutions to forecasting applications. However, more does not necessarily mean better. Clicking between applications can be time consuming, and 66% of sales reps say they’re overwhelmed by the number of tools. 

Leadership has taken note and is looking to address the issue. Nine out of 10 sales organizations plan to consolidate their tech stack in the next 12 months to create greater efficiencies and give sellers their time back.

Leaders strive to make every rep a star player

With tightening resources and headcount, retaining and maximizing the productivity of each seller is especially important to the bottom line. Today, voluntary quit rates — while trending down — are near a historic high, and almost one in four reps is looking for or planning to look for a new job within 12 months.

The dilemma: workers continue to leave their jobs at high rates, yet funds for hiring back-fills are being squeezed. Already, 85% of sales leaders say they struggle to get budget for needed headcount. 

The collision of attrition and hiring freezes has put companies on the alert. Sales leaders say they are tackling turnover by increasing benefits and providing greater location and schedule flexibility. This means that companies will need to quickly ramp up new sellers and work to speed their enablement.

Notably, 1:1 coaching is infrequent at many organizations, with only 26% of sales professionals receiving it at least weekly. While coaching software can supplement this 1:1 attention, only 53% of sales leaders use such solutions.

How sales can adapt to a new landscape

It comes as no surprise that sales teams are under the microscope. In fact, this new sales research shows that only 17% of sellers expect their team to hit its full quota this year. 

Nevertheless, there is a bright side – 75% of sales professionals are confident in their sales organization’s ability to retrain reps for a new selling landscape. Consolidating tech stacks and creating more time for dedicated coaching may help teams meet tough targets in a tightening market.

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Data in this report are from a double-anonymous survey conducted from Aug. 24, 2022, through Sept. 30, 2022. The survey generated 7,775 responses from a range of sales professionals from across North America, Latin America, Asia-Pacific, and Europe. All respondents are third-party panelists. See page 23 of the report for further survey demographics. Due to rounding, not all percentage totals in this report equal 100%. Comparison calculations are made from total numbers (not rounded numbers).

New solution brings together the best of Net Zero Cloud, Tableau, MuleSoft, Customer 360, and AppExchange to efficiently track Environmental, Social, and Governance (ESG) data in a single place 

Net Zero Cloud expands to include social and governance reporting features to enable complete ESG reporting

Today at World Tour NYC, Salesforce announced Automate ESG Reporting, a solution to help organizations meet growing stakeholder demand for environmental, social, and governance (ESG) transparency. Automate ESG Reporting enables companies to manage ESG data in real time and easily generate framework-specific reports, streamlining the ESG reporting process to save time and costs.

A 2022 Gartner® report revealed that executing well on ESG can reduce operating costs by up to 60%. At the same time, ESG reporting remains a significant burden for companies. Deloitte underlined the pain point of “inconsistent and unreliable data” and the lack of clear global reporting standards which has resulted in corporate fatigue and frustration.

“As investors and key stakeholders demand more ESG accountability, organizations need solutions to track progress on goals and report their impact in a timely manner,” said Ari Alexander, GM of Net Zero Cloud, Salesforce. 

Automate ESG Reporting combines the power of Salesforce’s products with our thriving ecosystem of partners to make ESG reporting easier, faster, and more reliable.

Ari Alexander, GM of Net Zero Cloud, Salesforce

ESG reporting has become a critical element for satisfying the demands of regulators, investors, customers, partners, and other stakeholders who want visibility into how an organization is taking steps to create strong, socially responsible companies. In fact, according to a 2022 study by KPMG, 59% of CEOs are feeling pressure to increase ESG transparency. 

The New Diversity, Equity, and Inclusion (DEI) dashboard in Net Zero Cloud

Salesforce’s ESG Solution Suite automates data integration for real-time reporting

Organizations can use Automate ESG Reporting to streamline data integration from various systems, track progress in real time, uncover intelligent insights, and turn those insights into a report that satisfies various standards and requirements. 

Centered around Net Zero Cloud, which already provides environmental data management, this new solution leverages the full power of the Salesforce ecosystem to expand reporting capabilities, and integrate social and governance metrics such as the Global Reporting Initiative

Automate ESG Reporting includes the following:

“At Slalom, we help our clients dream bigger, move faster, and build better tomorrows for all. This includes working toward a sustainable future for our planet. As a company, we’ve set clear environmental goals and invested in the enabling technology to assist with capturing and tracking progress towards those goals,” said Kristine Santa-Coloma Rohls, Chief Inclusion, Diversity, and Equity Officer at Slalom. “As an early adopter of Net Zero Cloud, we have been able to bring teams and datasets together for collaboration and reporting in a centralized platform with clear visuals and metrics on our progress.”

The Automate ESG Reporting solution will be generally available globally starting Feb.13, 2023.  

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*Legal requirements for collection and use of this data vary by jurisdiction so organizations should consult counsel on intended use to ensure it satisfies such requirements.

Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase Salesforce applications should make their purchase decisions based upon features that are currently available. Salesforce has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit, or call 1-800-NO-SOFTWARE.

Gartner, 2022 CEO Survey: Sustainability and ESG Become Enduring Change, 6 May 2022. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.