Appendix State of Sales 37 Sales Teams Shift to Match the New Customer Mindset Top performers are significantly more likely than underperformersto say the role of sales has increased over the past five years. Here we see the percentage of sales teams who say the role of sales has increased significantly or somewhat over the past five years. Percentage of Sales Teams Who Say the Role of Sales Has Increased Significantly High Performers vs. or Somewhat in the Following Ways Over the Past Five Years by Performance Underperformers 91% 1.8x 66% more likely to report an Influence of sales within companies increase over the past 49% five years 89% 2.1x 62% more likely to report an Empowerment of sales within companies increase over the past 42% five years 91% 1.6x 69% more likely to report an Attention paid to sales within companies increase over the past 59% five years High performers Moderate performers Underperformers Percentage of Sales Teams Who Say the Role of Sales Has Increased Significantly or Somewhat in the Following Ways Over the Past Five Years by Business Type Influence of sales within companies Empowerment of sales within companies Attention paid to sales within companies 75% 72% 77% 67% 62% 72% 63% 57% 67% B2B2C B2C B2B Salesforce Research