About This Report State of Sales 22 For the third edition of the “State of Sales” report, Salesforce Research surveyed over 2,900 global sales professionals and leaders to discover: • Which overall trends are changing the role of sales? • What challenges do sales teams face in the midst of these changes? • What are the current and future roles of new technologies like artificial intelligence (AI) as 1,154 they relate to the sales profession? Data in this report is from a blind survey 800 conducted from February 12 through March 15, 2018, that generated 2,908 responses from full-time sales professionals in the U.S., Canada, U.K./Ireland, France, Germany, the Netherlands, Japan, Australia/New Zealand, 954 Hong Kong, and Singapore. All respondents are third-party panelists (not limited to Salesforce customers). See page 55 for detailed respondent demographics. Due to rounding, not all percentage totals in this report equal 100%. All comparison calculations are made from total numbers (not rounded numbers). Salesforce Research provides data-driven insights to help businesses transform how they drive customer success. Browse all reports at salesforce.com/research. Salesforce Research