Appendix State of Sales 47 Top Sales Teams Turn to Tech and Training Excessive administrative tasks are impeding sales professionals from achieving the highest results. Here we see the overarching challenges sales teams encounter in their sales process. Percentage of Sales Teams Who Say the Following Are Reasons High Moderate Underperformers Why Ineffective Internal Processes Is Their Top Sales Challenge* Performers Performers Excessive administrative tasks 45% 45% 45% 46% Lacking time for face-to-face selling 22% 22% 22% 25% Limited insight into issues/timely insight into sales process 21% 17% 22% 21% Lacking alignment with marketing 19% 13% 19% 28% It takes too long to respond to customer inquiries 18% 17% 18% 18% Complicated order management 18% 20% 19% 11% Lacking indirect channel/direct sales team collaboration 18% 17% 17% 26% Sales cycle is too long 17% 15% 18% 18% Lacking single view of customer across departments/roles 16% 15% 16% 19% Lacking alignment with customer service 16% 14% 16% 19% Reporting errors from manual data entry 15% 20% 16% 4% Difficulty knowing how to take action on data 15% 19% 15% 9% Poor lead quality 14% 13% 14% 18% Lacking required resources to close deals 12% 18% 10% 18% Complicated/long quote-to-cash process 12% 11% 12% 11% Errors in quote/discounting process 11% 14% 11% 4% Sales reps engage too late in the sales cycle 10% 10% 11% 9% * Data reported is out of a base of respondents who selected “Ineffective Internal Processes” as the t op overarching challenge in their sales process. Salesforce Research