Survey Demographics State of Sales 56 * Industry Company Size Sales Primary Area of Focus Retail .......................................................................21% Small (1–100 employees) .................................27% Inside sales ............................................................52% Manufacturing ......................................................11% Medium (101–3,500 employees) ...................57% Outside/field sales ...............................................41% Consumer products ............................................10% Enterprise (3,501+ employees) ........................15% Channel/partner sales .......................................... 6% Technology .............................................................. 7% Automotive .............................................................. 6% Generation Country Professional services .............................................. 6% Banking ..................................................................... 6% Engineering, architecture, Baby Boomers/Traditionalists United States .........................................................17% construction, real estate ....................................... 6% (born before 1964)..............................................15% Germany ................................................................11% Insurance ................................................................. 5% Gen Xers (born 1965–1980) ............................48% Australia/New Zealand .......................................10% Hospitality, travel, transportation......................... 4% Millennials/Gen Zers (born 1981–1999).......37% Canada ...................................................................10% Healthcare (provider) ............................................ 3% France .....................................................................10% Communications ................................................... 3% Role Within Sales Japan ......................................................................10% Education ................................................................. 2% United Kingdom/Ireland ....................................10% Energy ....................................................................... 2% Netherlands ............................................................. 8% Media and entertainment .................................... 2% Owner ....................................................................... 4% Singapore ................................................................. 7% Life sciences and biotechnology ......................... 2% President or CEO .................................................... 2% Hong Kong ............................................................... 6% Agriculture and mining ......................................... 1% C-level executive Capital markets ....................................................... 1% (CIO, CTO, COO, CMO, etc.) ................................ 3% Region Recreation and sports ........................................... 1% Sales vice president................................................ 8% Wealth management ............................................ 1% Sales manager or director ..................................32% Other ......................................................................... 3% Sales representative .............................................31% EMEA ......................................................................40% Sales support ........................................................... 7% APAC .......................................................................33% Sales trainer, coach, or equivalent ...................... 2% NAM ........................................................................28% Company Type Sales operations ..................................................... 9% Business-to-business (B2B) ................................32% Business-to-consumer (B2C) .............................38% Business-to-business-to-consumer (B2B2C) ..................................................................31% * Base: Sales representatives, managers, and support SalesforSalesforcce Re Researesearchch