The Impact of Artificial Intelligence Takes Shape State of Sales 18 03 The reality is that most sales teams are Reps Face Productivity-Sapping Intelligence Gaps operating with little-to-no AI guidance. But those that do have the capabilities in place are While strong majorities of sales reps view a variety of intelligent capabilities as helpful for ready to shout their success from the rooftops. doing their jobs more effectively, relatively few actually have them. For example, only 46% of sales reps have data Sales Reps Who Report They Have the Following Capabilities insights on customers’ propensity to buy. But among them, 85% say this makes them more Market intelligence on Data insights on customers’ Automatic surfacing of leads/ effective in their job. customers/prospects propensity to buy opportunities most likely to close 34% of sales reps get alerts 51% 46% 39% to key actions required on an opportunity — but 85% among them say these make them more 81% 85% effective in their job. 81% This gap is particularly noteworthy since reps say engaging at the right time is one of the top Suggested next steps on Alerts to key actions required on factors that impacts their ability to close a deal. an opportunity an opportunity 37% All reps 34% Reps with capability Reps with capability that find it helpful to doing their 82% 85% jobs more effectively 82% 85% Base: Sales representatives