Insights From 5 500 Sales

FPO Insights from 5,500 sales professionals on driving growth and standing out in a crowd. State of Sales SIXTH EDITION SALESFORCE 2[bbI$[<[
g6 TH EDITION Foreword Note to sellers Growing customer expectations is the number one challenge in this year’s “State of Sales.” I’m seeing it every day. Customers don’t just want to learn about products. They want to separate myth from reality, and really understand how they can succeed. The question becomes: What’s it going to take to tell a customer that you’ve got them? It’s why sales teams are investing in making it easier for sellers to sell. This report shares how sales teams are focused on training and enablement, which is the number one tactic for growth. They’re using AI to boost productivity, consolidating tools to simplify their tech stacks, and investing in complete CRMs like Sales Cloud that drive growth — from pipeline to paycheck. The results speak for themselves. Growth is up, turnover is down, and teams using AI are outperforming the rest. Keep reading to discover what’s working for 5,500 sales professionals today. Ketan Karkhanis General Manager, Sales Cloud Ketan Karkhanis SALESFORCE 3[bbI$[<[
g6 TH EDITION What You’ll Find in This Report For the sixth edition of the State of Sales report, Salesforce surveyed 5,500 sales professionals worldwide to discover how sales pros are: • Growing revenue in the face of rising customer demands and competition • Firming up sales enablement strategies to better prepare reps • Addressing data and trust concerns in the age of artificial intelligence (AI) Due to rounding, not all percentage totals in this report sum to 100%. All comparison calculations are made from total numbers (not rounded numbers). Data in this report is from a double-anonymous survey conducted from March 8, 2024, through April 18, 2024. Respondents represent 27 countries across six continents. All respondents are third-party panelists. For further survey demographics, see page 38. Salesforce Research provides data-driven insights to help businesses transform how they drive customer success. Browse all reports at salesforce.com/research . sales professionals surveyed worldwide

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g6 TH EDITION Who We Surveyed In this report, we refer to the following respondent groups: Sales Reps Front-line sales representatives, inclusive of the following: • Inside Sales Reps Quota-carrying individuals who primarily interact with customers virtually via phone or digital means • Outside Sales Reps Quota-carrying individuals who primarily interact with customers via in-person meetings • Partners and Channel Sales Reps Reps external to the company who sell through revenue sharing agreements Sales Support Specialists assisting with administration and support, along with sales and business development representatives (SDRs and BDRs) Sales Operations Includes sales operations, sales enablement, revenue ops, and deal desk professionals Sales Leaders Sales and revenue leaders and managers Sales Professionals All salespeople, inclusive of the groups above