Sales Teams Fall Short of Rising Customer Expectations State of Sales 8 01 Selling to today’s savvy, empowered customer Reps Struggle to Hit Quotas base is no easy task. Adjusting to this new reality is proving difficult for sales reps. In fact, well over The majority of sales reps expect to miss their quotas this year. half of reps expect to miss their quotas this year. This can’t be blamed entirely on unrealistic goals, Percentage of Sales Reps Who Expect to Meet the as 72% of reps say that management sets quotas Following Share of Their Quotas This Year with a data-driven approach. Our research points to shortfalls in traditional sales metrics, but also in overall approaches to customer engagement. In the face of so much opportunity to differentiate on experience, these shortfalls are a detriment to sales force productivity. 11% 57% of sales reps expect to miss ≤50% of quota 42% 16% their quotas this year. 17% Expect to >100% of quota 57% meet quota 51-75% of quota Expect to 26% 29% miss quota 100% of quota 76-99% of quota Base: Sales representatives Percents may not add to 100% due to rounding. Salesforce Research