Appendix State of Sales 40 Sales Teams Shift to Match the New Customer Mindset Sales teams are focused on alignment around changing customer expectations. Here we see the percentage of sales teams who say their company has achieved alignment. Percentage of Sales Professionals Say Their Company Is Completely or Mostly Aligned on the Following by Business Type 67% 67% Changing customer expectations 54% 66% 63% Resources needed to engage customers 53% 65% Importance of cross-team collaboration 63% (sales, marketing, service) 53% 64% 61% How to empower sales to exceed goals 50% B2B2C B2C B2B Salesforce Research