Virtual Sales Hits a Tipping Point State of Sales 21 04 As selling goes virtual, hiring practices are reflecting Inside Roles Take Center Stage this trend. On average, staffing of inside sales roles has increased by 7% since 2015, and sales Since 2015, the average sales team has increased their inside sales rep headcount by 7% and development reps have increased by 6%. their sales development rep headcount by 6%. Sales performance and inside staffing trends Percentage of Sales Teams Whose Staff Levels Have Changed march in lockstep; high performers are 2.3x more as Follows Over the Past Three Years likely than underperformers to have hired more High Perfomers vs. inside reps, and 2.7x more likely to have hired Inside Sales Reps Underperfomers more sales development reps. 54% 41% 5% While sales leaders cite a variety of reasons for High performers shifting to an inside sales staffing model — including better opportunity for rep specialization 41% 53% 5% 2.3x and lower costs — improved technology ranks as Moderate performers more likely to the top motivator. have increased Underperformers 24% 66% 10% Top 5 Reasons Given for Hiring More Inside or Increased Stayed the same Decreased Sales Development Reps 1 Improved technology that makes High Perfomers vs. inside reps more effective Sales Development Reps Underperfomers 2 Better opportunities for rep specialization 55% 42% 3% without a larger field territory High performers 3 Improved team dynamics/cohesion Moderate performers 37% 57% 6% 2.7x Better suited to our dispersed customer base more likely to 4 have increased 5 Lower business costs Underperformers 20% 69% 11% Increased Stayed the same Decreased Base: Sales executives and managers Base: Sales executives and managers Salesforce Research