State of Sales 46 Appendix Percentage of Sales Teams That Use the Following Technologies High Moderate Under- High Performers vs. Performers Performers performers Underperformers Sales reporting/analytics 68% 68% 69% 58% 1.2x more likely Account and contact management 65% 67% 64% 57% 1.2x more likely Customer relationship management (CRM) system 58% 62% 59% 42% 1.5x more likely Sales forecasting tools 56% 62% 56% 40% 1.6x more likely Sales coaching and training solution 54% 60% 54% 43% 1.4x more likely Email/CRM integration 51% 60% 50% 32% 1.8x more likely Compensation/incentive management 49% 56% 48% 35% 1.6x more likely Sales prospecting tools 47% 57% 46% 30% 1.9x more likely Competitive intelligence 47% 55% 45% 42% 1.3x more likely Mobile sales apps for employees 46% 57% 44% 30% 1.9x more likely Customer insight tool 45% 52% 44% 31% 1.6x more likely Opportunity management 43% 51% 42% 29% 1.8x more likely Sales process automation 42% 53% 41% 23% 2.3x more likely Configure-price-quote (CPQ) solution 40% 49% 39% 24% 2.1x more likely Partner relationship management (PRM) solution 37% 44% 36% 20% 2.2x more likely Marketing automation 35% 45% 33% 16% 2.8x more likely Artificial intelligence 24% 36% 21% 7% 4.9x more likely Base: All respondents Salesforce Research