State of Sales 50 Appendix High Moderate Under- High Performers vs. Percentage of Sales Leaders Who Have the Following Capabilities Performers Performers performers Underperformers Performance insights on individual reps 60% 63% 58% 65% — Data insights on team performance patterns 52% 55% 53% 41% 1.4x more likely Fully integrated systems (i.e., linked data sources) 49% 62% 47% 27% 2.3x more likely Data insights on book of business that provide guidance on targeting 44% 52% 43% 31% 1.7x more likely Automated identification of team resources needed (e.g., overlays, support, etc.) 35% 47% 33% 20% 2.3x more likely Intelligent forecasting 34% 40% 33% 17% 2.3x more likely Base: Sales executives and managers Salesforce Research