03The Productivity Gap State of Sales 20 Top Sales Teams Turn to Tech and Training When leveraged correctly and proper Sales Reps Experience Increased Efficiency with Analytics processes are established, analytics Analytics is a powerful tool for sales teams. Seventy-six percent say it has improved their ability to can be transformative, especially in provide customers with a consistent experience, while 70% say the same about sales velocity. areas such as lead quality or providing visibility to managers. The ability to Percentage of Sales Professionals Who Say Using Sales Analytics Has Significantly or Somewhat interpret customer and operational Improved the Following* data — as well as act on the insights — opens the door to a more efficient, Ability to provide customers with a accurate, and personalized process. consistent experience across every channel High performers are 2.4x more (e.g., in store, online, email, mobile) 76% likely than underperformers to rate their team’s analytics capabilities as Sales velocity 70% outstanding or very good. 79% Close rates 70% of sales teams currently use or are planning to Time spent per lead use sales analytics technology. 67% * Data reported is out of a base of respondents who use sales analytics. Salesforce Research