04Smarter Selling State of Sales 25 Intelligent Sales Takes Off The future competitive advantage for sales Top Teams Experience Broad Impact with Intelligence teams will be intelligent capabilities like AI. High-performing teams are 3.4x more When done right, intelligent capabilities lead to profound sales success. For example, high- likely than underperforming teams to use performing sales teams are 10.5x more likely than underperformers to experience a major positive artificial intelligence (AI) currently. impact on forecast accuracy when using intelligent capabilities. Percentage of Sales Teams Who Have Experienced a Major Positive Impact High Performers vs. Intelligence isn’t only a forward-looking Across the Following from Using Intelligent Selling Capabilities* Underperformers concept. It’s already upending the traditional sales process and transforming it for the better. 54% 2.2x Today, smart tools prevent sales reps from 31% more likely to being bogged down by inefficient processes, Customer/prospect nurturing 24% experience a major positive impact manual data entry, or repetitive tasks and direct their energy toward what matters. 54% 2.6x 29% more likely to Productivity of sales reps 20% experience a major Leading teams are experiencing substantial positive impact improvements with intelligence across a wide breadth of areas such as prospect nurturing, 49% 10.5x forecast accuracy, and pipeline generation. 25% more likely to Forecast accuracy experience a major 5% positive impact 48% 3.5x 26% more likely to Predictive selling experience a major 14% positive impact 43% 3.8x 23% more likely to Deal close rate experience a major 11% positive impact 40% 3.9x Pipeline generation 17% more likely to experience a major 10% positive impact High performers Moderate performers Underperformers Salesforce Research * Data reported is out of a base of respondents who use intelligent selling capabilities.