State of Sales 49 Appendix High Moderate Under- High Performers vs. Percentage of Sales Reps Who Have the Following Capabilities Performers Performers performers Underperformers Collaboration tools (e.g., internal social networks, instant messaging) 57% 58% 58% 47% 1.3x more likely Market intelligence on customers/prospects 51% 53% 52% 36% 1.5x more likely Mobile sales capabilities (i.e., access and edit customer, account, and opportunity information from a mobile device) 50% 52% 46% 24% 2.2x more likely Fully integrated systems (i.e., linked data sources) 50% 55% 50% 29% 1.9x more likely Data insights on customers’ propensity to buy 46% 49% 51% 41% 1.2x more likely Offline data access (i.e., access and edit customer, account, and opportunity information without an internet connection) 39% 34% 42% 29% 1.2x more likely Automated surfacing of leads/ opportunities most likely to close 39% 42% 39% 19% 2.2x more likely Suggested next steps on an opportunity 37% 44% 35% 21% 2.1x more likely Alerts to key actions required on an opportunity 34% 35% 35% 12% 2.9x more likely Base: Sales representatives Salesforce Research