Must-Read Research: 2015 State of Sales

By Devon McGinnis

Welcome to the age of buyer sophistication, where behaviors and expectations are fueled by the constant information streams at consumers’ fingertips. What does this new normal mean for today’s sales teams? And which practices separate thriving sales leaders from those merely treading water?

The answers are here. Salesforce Research surveyed more than 2,300 global sales leaders to discover:

  • The unifying goals, stumbling blocks, and success metrics for today’s sales teams
  • How high-performing sales teams are evolving to stay ahead of the curve
  • Areas where sales is doubling down to supercharge business in the next 12–18 months

Our research reveals four clear trends:

Analytics use soars among top teams.

High-performing sales teams are 3.5x more likely than underperforming teams to use sales analytics.

High performers lead massive mobile sales growth.

Nearly 60% of high-performing sales teams already use or are planning to use a mobile sales app. Among all sales leaders surveyed, mobile sales app use will more than double in the next two years (125% growth).

Teams that sell together, win together.

Achieving sales excellence takes a village. High performers are nearly 3x as likely as under-performers to view sales as 100% the responsibility of the entire organization.

High performers are high tech.

Top teams are nearly 8x more likely than under-performers to be heavy tech adopters, showing their tendency to optimize every part of the sales process.

Get a closer look at these sales trends now in the 2015 State of Sales report.

For more data-driven insights and industry trends, visit salesforce.com/research.

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