The Salesforce “State of Sales” report offers valuable insights into how top-performing teams achieve success, overcome challenges, and stay ahead in the competitive landscape.
This post highlights 50 key statistics from the Salesforce “Second State of Sales” report from 2016, providing actionable context to help sales professionals improve their strategies, enhance customer experiences, and drive revenue growth.
Whether you’re looking to adopt smarter tools, foster collaboration, or meet modern customer demands, these stats offer a roadmap for building a high-performing sales team.
Sales Team Performance
- High-performing sales teams are 2.9x more likely than underperformers to be available to customers anytime.
High performers excel by ensuring they are accessible when customers need them most, emphasizing real-time availability. This aligns with the growing customer expectation for instant, tailored service interactions. Being available 24/7 builds trust and strengthens long-term customer relationships1. - 20% of sales teams are high performers, achieving significant year-over-year revenue growth.
High performers represent a small but impactful segment of sales teams. These teams thrive on innovation, customer focus, and adopting advanced technologies, such as predictive intelligence and automation. Their ability to exceed revenue goals sets them apart from moderate or underperforming teams1. - 71% of sales teams are moderate performers, showing slight year-over-year revenue growth.
Most sales teams fall into this middle category, reflecting consistent but incremental progress. While they maintain steady customer relationships and adopt some new technologies, they lag behind high performers in optimizing efficiency and personalization strategies1. - 9% of sales teams are underperformers, experiencing negative year-over-year revenue growth.
These teams face significant challenges, including inefficient processes, limited technology adoption, and poor alignment with customer expectations. Without prioritizing customer experience and smarter tools, they struggle to compete effectively in today’s market1. - High performers are 2.4x more likely than underperformers to rate their analytics capabilities as “outstanding.”
Advanced analytics play a critical role in helping top teams understand customer behavior and identify actionable insights. These capabilities enable high performers to anticipate customer needs and make data-driven decisions, improving overall productivity and success rates1.
Customer Expectations
- 73% of consumers are likely to switch brands if service levels are inconsistent.
Customers today expect a seamless experience across all touchpoints. Inconsistent service—whether in communication, support, or interactions—erodes trust and loyalty. Sales teams must focus on delivering consistent, high-quality experiences to retain customers1. - 82% of business buyers expect sales reps to act as trusted advisors, not just sellers.
Business customers value expertise and insight that goes beyond merely pitching products. They prefer sales reps who understand their unique needs and can provide personalized solutions that add value to their business strategies1. - 83% of customers want sales reps focused on achieving their goals, not just quick sales.
Modern customers seek genuine partnerships with sales teams that align with their long-term objectives. Quick, transactional sales approaches no longer suffice in building meaningful and lasting relationships1. - 7 out of 10 consumers say technology has made switching brands easier.
The digital era has empowered consumers with options, making it easier to explore alternatives when dissatisfied. Sales teams must work harder to differentiate themselves through service, personalization, and value creation1. - 60% of customers expect real-time interactions when contacting sales teams.
Customers today operate in a culture of immediacy and expect brands to engage quickly. Slow responses can lead to lost opportunities and reduced loyalty, highlighting the need for proactive communication1.
Technology Adoption
- Artificial intelligence (AI) usage in sales is projected to grow by 139% in three years.
AI is transforming sales by enabling predictive analysis, automated lead scoring, and personalized customer recommendations. Sales teams that adopt AI early will gain a significant competitive advantage in efficiency and customer engagement1. - Predictive intelligence will see 118% growth in adoption within three years.
Predictive intelligence helps sales teams anticipate customer needs, improving lead conversion and personalized marketing strategies. By leveraging predictive tools, teams can increase efficiency and proactively address customer demands1. - Mobile app usage in sales is expected to grow significantly, with 61% of teams planning adoption.
Mobile tools empower sales reps to access data, collaborate, and engage with customers anytime, anywhere. This aligns with the increasing demand for real-time responses and flexibility in sales operations1. - 76% of teams using analytics report improved customer experience consistency.
Analytics enables teams to track, measure, and optimize customer interactions across multiple channels. By identifying pain points and opportunities, teams can deliver a seamless and consistent customer experience1. - High-performing sales teams are 3.5x more likely to rate their mobile sales capabilities as “outstanding.”
Mobile readiness is essential for agility in sales, allowing teams to meet customers where they are. High performers leverage mobile apps for faster communication, better collaboration, and real-time decision-making1.
Collaboration and Process Improvements
- 60% of sales professionals report a 25% productivity boost due to collaborative selling.
Collaborative selling integrates different departments, such as marketing and customer service, into the sales process. This approach fosters better alignment, improves lead quality, and accelerates pipeline growth1. - Teams using cross-department collaboration are 2.1x more likely to excel in customer satisfaction.
Breaking down silos and sharing data across departments ensures a unified approach to customer engagement. This leads to improved consistency, faster issue resolution, and stronger customer relationships1. - High-performing teams are 2.8x more likely to excel in process automation.
Automation reduces manual tasks, streamlines workflows, and eliminates human error. By automating repetitive processes, sales reps can focus more on building relationships and closing deals1. - 75% of high-performing sales teams excel at partner and prospect collaboration.
Building strong partner ecosystems extends the reach and capabilities of sales teams. High performers use partnerships to uncover hidden opportunities and provide seamless customer experiences1. - Sales teams with a unified customer view are 2.1x more likely to perform well.
Having a single view of customer data across departments allows teams to anticipate needs, personalize interactions, and deliver consistent service. This capability is a critical differentiator for high-performing teams1.
Productivity and Challenges
- 64% of sales reps’ time is spent on non-selling tasks.
Sales professionals are bogged down by administrative work like data entry and scheduling. This limits their ability to engage with customers and highlights the need for tools to streamline these processes1. - 45% of sales professionals cite excessive administrative tasks as the top reason for inefficiency.
Sales reps struggle to balance customer-facing activities with internal tasks, reducing overall productivity. Automation tools can significantly alleviate this burden and improve focus on selling1. - Sales reps spend 36% of their time actively selling.
Less than half of a salesperson’s time is dedicated to their primary function—selling. Streamlined processes and better tools can help increase this percentage and improve overall outcomes1. - High-performing sales teams are 2.5x more likely to rate their training as “outstanding.”
Continuous training equips sales reps with the skills and knowledge needed to adapt to evolving customer demands. High performers invest in comprehensive training programs to stay ahead1. - 87% of high-performing sales teams align on empowering reps to exceed goals.
Alignment across teams ensures that resources, strategies, and goals are synchronized. This fosters a supportive environment for sales reps to thrive and exceed expectations1.
Customer Retention and Personalization
- 51% of sales teams prioritize increasing retention through deeper relationships.
Customer retention is becoming as critical as acquiring new customers, with companies focusing on nurturing long-term connections. Deepening relationships helps build loyalty, improve lifetime value, and ensure sustainable growth1. - 39% of sales teams aim to become trusted advisors to their customers.
Instead of just pitching products, sales reps are striving to offer expert advice and insights. By transitioning to a consultative role, sales teams can provide more value to their clients and strengthen trust1. - 37% of sales teams prioritize providing customers with a more personalized experience.
Personalization enhances customer satisfaction and increases engagement. Sales teams are focusing on tailoring every interaction to meet individual customer preferences and expectations1. - 79% of business buyers believe interacting with a trusted advisor adds value to their business.
Customers expect salespeople to go beyond standard transactions and provide meaningful insights. This demand for trusted partnerships highlights the importance of expertise and tailored advice in modern sales1. - 76% of sales professionals report improved customer retention when using advanced analytics.
Analytics tools provide actionable insights into customer behavior, enabling sales teams to address needs proactively. This leads to higher retention rates and stronger relationships1.
Data and Analytics in Sales
- 79% of sales teams are using or planning to use sales analytics technology.
Analytics is no longer a luxury; it’s a necessity for competitive sales teams. These tools help track key metrics like customer satisfaction, sales velocity, and lead quality1. - Sales analytics has improved pipeline generation for 70% of sales professionals.
By providing better visibility into opportunities, analytics tools help sales teams prioritize high-value leads and focus on productive activities. This results in faster pipeline development and improved conversion rates1. - Analytics improves the ability to deliver consistent experiences for 76% of sales teams.
Consistency in customer interactions builds trust and drives loyalty. Analytics enables teams to monitor and adjust processes to ensure a seamless experience across all touchpoints1. - High-performing sales teams are 2.4x more likely to rate their analytics capabilities as outstanding.
The ability to interpret data and generate actionable insights sets high-performing teams apart. These teams leverage analytics to refine strategies, improve customer targeting, and optimize performance1. - Predictive intelligence adoption is expected to grow by 118% over the next three years.
Predictive tools allow teams to forecast customer needs and behaviors, enabling proactive engagement. This capability is becoming a cornerstone for future-ready sales organizations1.
Mobile Sales Enablement
- 61% of sales teams plan to adopt mobile apps in the next two years.
Mobile technology is critical for modern sales, enabling reps to access data and engage with customers in real time. Teams that prioritize mobile apps will have an edge in meeting today’s demand for flexibility and immediacy1. - 66% of sales teams cite “access to data from anywhere” as the top benefit of mobile apps.
Mobile sales tools empower reps to stay informed and responsive, no matter where they are. This capability is essential for meeting customer needs quickly and efficiently1. - 53% of sales teams use mobile apps to sell from anywhere.
The ability to engage customers in dynamic, on-the-go environments increases opportunities for closing deals. Mobile apps make it easier for sales reps to stay connected and productive1. - High-performing sales teams are 3.5x more likely to rate their mobile capabilities as outstanding.
Top performers lead the way in leveraging mobile technology to improve efficiency and collaboration. Their robust mobile strategies drive stronger results across customer engagement and sales performance1. - 59% of sales teams use mobile apps for real-time communication with customers.
Instant communication helps build trust and resolve customer concerns quickly. Mobile apps enable sales reps to connect on customers’ terms, creating a more personalized experience1.
Collaboration Across Teams
- 60% of sales professionals report a productivity boost from collaborative selling.
Collaborative selling involves working across departments, such as marketing and service, to provide a unified customer experience. This approach not only improves efficiency but also fosters better customer outcomes1. - 73% of sales teams say cross-department collaboration is critical to their process.
Collaboration ensures that all teams share a consistent understanding of customer needs and goals. This reduces errors and strengthens the overall customer journey1. - 76% of high-performing sales teams excel at partner collaboration.
Strong partnerships enable sales teams to expand their reach and access new opportunities. By working closely with partners, sales teams can deliver more value to customers and enhance their competitive edge1. - 68% of sales professionals say having a single view of the customer is critical.
Unified customer data allows sales teams to personalize interactions and respond to needs more effectively. Despite its importance, only 17% of sales teams rate their capabilities in this area as outstanding1. - High performers are 2.1x more likely to excel at providing a single customer view.
Top-performing teams prioritize integrating customer data across departments, enabling faster insights and more seamless engagement. This holistic view is key to their success1.
Future of Sales and Smarter Selling
- Artificial intelligence usage in sales is expected to grow by 139% over three years.
AI tools, such as automated product recommendations and predictive insights, are revolutionizing sales processes. Early adopters are seeing significant improvements in efficiency and effectiveness1. - Automated lead-to-cash processes will grow by 115% in three years.
Automation streamlines everything from lead management to deal closure, reducing manual errors and accelerating timelines. This transformation enables sales teams to focus on strategic activities1. - Deep learning adoption will grow by 122% over the next three years.
Advanced machine learning technologies help teams predict customer needs and optimize recommendations. This capability is expected to become a game-changer for modern sales1. - 78% of sales teams are shifting to anticipate customer needs proactively.
Predictive selling helps teams engage customers before they even realize their needs. This proactive approach leads to stronger relationships and higher conversion rates1. - High-performing teams are 3.8x more likely to use predictive intelligence successfully.
Top teams leverage predictive tools to guide decision-making and improve customer experiences. This forward-thinking mindset gives them a decisive edge in competitive markets.
These insights from the Salesforce “State of Sales” report highlight the strategies, tools, and mindsets that set top-performing sales teams apart. From embracing AI and mobile apps to prioritizing customer-centricity and collaboration, success hinges on adaptability and innovation.
By leveraging these trends and aligning with customer needs, sales teams can boost productivity, foster deeper relationships, and achieve sustainable growth.
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Source: SECOND ANNUAL State of Sales (SalesForce Research 2016)
Insights and trends from over 3,100 global sales trailblazers
Year: 2016
Second Annual State of Sales research report, surveying more than 3,100 global sales leaders to identify the priorities, trends and technology key to today’s leading sales teams. The report found that sales teams are prioritizing customer experience, cross-team collaboration and artificial intelligence to optimize their sales performance.
