State of Sales 47 Appendix Percentage of Sales Teams That Used the Following Technologies 2016–2018 in 2016 Versus Those Using Them Today Growth Sales reporting/analytics** 68% +25% 54% Account and contact management 65% +6% 61% Customer relationship management (CRM) system*** 58% N/A N/A Sales forecasting tools 56% +18% 47% Sales coaching and training solution** 54% +28% 43% Email/CRM integration*** 51% N/A N/A Compensation/incentive management** 49% +30% 50% Sales prospecting tools 47% +30% 36% Competitive intelligence 47% -1% 36% Mobile sales apps for employees 46% +61% 29% Customer insight tool** 45% +22% 37% Opportunity management 43% +9% 40% 42% Currently use Used in 2016* Sales process automation** 36% +18% Configure-price-quote (CPQ) solution 40% -2% * Source: State of Sales survey, Salesforce Research, August 2016. 41% Data may or may not be represented in the second annual 37% “State of Sales” report. Partner relationship management (PRM) solution*** N/A N/A ** Some technologies were phrased slightly differently in the 2016 survey. Marketing automation 35% +17% *** Technology was not included in the 2016 survey. 30% Growth rates calculated using the following: Artificial intelligence** 24% +11% (currently use – used in 2016)/(used in 2016) 22% Base: All respondents Salesforce Research