Spotlight State of Sales 22 The Technology Stacks Powering Sales Analytics Reigns as the Most Adopted Sales Technology Looking at the most widely used sales Sales reporting and analytics is used by over two-thirds of sales teams, followed by account and technologies could help explain the shift to contact management and customer relationship management (CRM) systems. virtual selling. Sales reporting and analytics tops the list 10 Sales Technologies with the Highest Adoption of technologies used, with over two-thirds of teams keeping tabs on the state of their Sales reporting/analytics 68% customers, opportunities, and pipeline. Other data-centric technologies popular among sales teams include account and contact Account and contact management 65% management, sales forecasting tools, and Customer relationship customer relationship management (CRM) management (CRM) system 58% systems that organize all this data in a central location. Sales forecasting tools 56% Rounding out the 10 most popular sales Sales coaching and technologies are mobile sales apps. Sales training solution 54% managers and execs expect mobile sales app adoption will jump 70% by 2020 (see Email/CRM integration 51% page 48) — perhaps to appease the 73% of business buyers who say on-demand Compensation/incentive engagement is very important for winning management 49% 1 their business. Sales prospecting tools 47% Competitive intelligence 47% Mobile sales apps for employees 46% 1 State of the Connected Customer survey, Salesforce Research, April 2018. Data may or may not be represented in the “State of the Connected Base: All respondents Customer” report. See page 46 for all technology adoption data. Salesforce Research