The Impact of Artificial Intelligence Takes Shape State of Sales 19 03 Intelligent capabilities are more commonplace Management Grapples with a Lack of Insights among sales leadership than they are among reps. At least half of sales executives and managers have Much like their reps, sales leaders view a variety of intelligent capabilities as helpful for catering to insights into individual and team performance. an empowered customer base. Yet relatively few sales leaders actually have such capabilities. However, when it comes to deeper insights like Sales Leaders Who Report They Have the Following Capabilities intelligent forecasting, most sales leaders come up empty-handed. For example, fewer than half have Performance insights on Data insights on team Data insights on book of business that alerts to resources such as overlays or other individual reps performance patterns provide guidance on targeting support that their teams may need. And while 60% data-driven forecasting is becoming the norm, only 52% 44% one-third of sales leaders have intelligent forecasting that can automate this process or consider criteria that may not be readily apparent. 88% 88% 84% 34% of sales leaders have intelligent forecasting — but 90% among them say it helps them Automated notification of team Intelligent forecasting do their job more effectively. resources needed All sales leaders 35% 34% Sales leaders with capability SALES LEADER INSIGHT Sales leaders with capability that find it helpful to doing “The only real management insights come from data 82% 90% their jobs more effectively analysis. Observations are nice, but they can deceive. Hunches are fun, but hard to defend. Data is the lifeblood of great sales management.” — Jason Jordan, Partner, Vantage Point Performance Base: Sales executives and managers