Salesforce examines the priorities, behaviors and technology use of today’s sales teams in a State of Sales report.
The company surveyed more than 2,300 sales companies and found that higher performing sales teams are far more likely to maximize technology, particularly analytics and mobile and leverage the entire organization in the sales cycle.
The survey analyzed best sales teams are using data to make more informed, behavior-based decisions to enhance sales.
According to the survey high-performing sales teams are 3.5 times more likely to use sales analytics than under-performing teams.
19 percent of the surveyed companies are using predictive analysis but it is expected that adoption will grow over next 12-18 months by 135 percent.
In addition, mobile is accelerating sales as sales reps use mobile apps for everything from lead management to sales forecasting.
60 percent of high-performing sales teams currently use or are planning to use a mobile sales app while only 9 percent of under-performing sales teams are using mobile apps in their sales processes, survey said.
Salesforce report also revealed mobile sales app use will increase in the next two years while 93 percent of top teams rate employee satisfaction as very important compared to 46 percent of under-performers.
Also, High-performing sales teams are more than twice more as likely to be heavy tech adopters as moderate and under-performing teams.
“The companies who deliver strong sales results not only use modern CRM platforms to gain critical insight into all the customer touchpoints, but are also deploying newer technologies like sales analytics to sell smarter and mobile to respond anytime, anywhere,” said Mike Rosenbaum, executive vice president of Sales Cloud, Salesforce.
Shilpa Khatri
