State of Sales 48 Appendix Percentage of Sales Teams That Use or Plan to Use the Following Technologies 2018–2020 Growth (projected) Sales reporting/analytics 67% 22% +32% Account and contact management 64% 22% +35% Customer relationship management (CRM) system 57% 25% +43% Sales forecasting tools 54% 26% +49% Sales coaching and training solution 51% 29% +56% Email/CRM integration 49% 28% +56% Compensation/incentive management 46% 27% +58% Competitive intelligence 45% 31% +68% Sales prospecting tools 45% 31% +69% Mobile sales apps for employees 44% 31% +70% Customer insight tool 43% 34% +79% Opportunity management 41% 33% +80% Sales process automation 38% 33% +86% Configure-price-quote (CPQ) solution 37% 31% +82% Partner relationship management (PRM) solution 34% 32% +95% Currently use Plan to use by 2020 Marketing automation 32% 33% +104% Base: Sales executives and managers Artificial intelligence 21% 33% +155% Growth rates calculated using the following: (plan to use by 2020)/(currently use) Salesforce Research