Appendix State of Sales 52 Top Sales Teams Turn to Tech and Training Top performers are at least 1.6x more likely than underperformers to see positive results from sales analytics. Here we see the percentage of sales professionals who say analytics has improved their sales efficiency. Percentage of Sales Professionals Who Say Using Sales Analytics Has Significantly High Performers vs. or Somewhat Improved the Following by Performance* Underperformers Ability to provide customers with a consistent experience 88% 1.6x (e.g., personalization, timely response, etc.) 74% more likely to rate across every channel (e.g., in store, online, email, mobile) as significantly or 56% somewhat improved 88% 1.8x 67% more likely to rate Sales velocity 48% as significantly or somewhat improved 88% 2x 68% more likely to rate Close rates as significantly or 45% somewhat improved 87% 1.7x 63% more likely to rate Time spent per lead as significantly or 50% somewhat improved High performers Moderate performers Underperformers * Data reported is out of a base of respondents who use sales analytics. Salesforce Research