About This Report State of Sales 3 Throughout this report, data is examined relative Breakdown of Sales Performance Levels to business performance to identify patterns for High-performing sales teams represent 24% of the overall survey population. Sales professionals overall success. High-performing sales teams are surveyed include B2B, B2C, and B2B2C teams. those that significantly increased year-over-year (YoY) revenue. In this research, we refer to several sample Moderate performers respondent groups, defined as follows: have somewhat increased or maintained YoY revenue • Sales reps: Quota-carrying sales representatives. • Sales leaders: Sales executives and managers. • Sales teams: Sales professionals answering on behalf of their teams. • Salespeople: All types of sales professionals, including reps, leaders, and development staff. • Business buyers: Employees that purchase 69% on behalf of their companies. Underperformers High performers have decreased YoY revenue have significantly increased YoY revenue 7% 24% Survey question phrasing varied based on respondent type: reps were asked questions about themselves while managers/execs were asked questions about their teams. These differences may not be Salesforce Research reflected in the report.