03The Productivity Gap State of Sales 21 Top Sales Teams Turn to Tech and Training Without buy-in and extensive education Training Is Core to a Successful Sales Process for sales reps, companies will fall short on realizing the potential of even the most Successful sales teams understand how rapidly the marketplace is changing and the importance advanced technologies. of training is during this critical shift. Eighty-percent of high-performing sales teams rate their sales training process as outstanding or very good. Top teams understand training is imperative Percentage of Sales Teams Who Are Outstanding to effectively empower sales reps with or Very Good at Sales Training Processes/Effectiveness productivity-enhancing technologies and ultimately better engage with customers. High performers Informed teams perform better, and training must be built into the evolving strategies as organizations take a more holistic, Moderate performers collaborative, and intelligence-driven approach to the sales process. Underperformers 80% High Performers vs. Underperformers 2.5x more likely to be outstanding or very good at sales training processes/effectiveness 33% 51% Salesforce Research