State of Sales

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Customer Relationship Management

For the third edition of the “State of Sales” report, Salesforce Research surveyed over 2,900 global sales professionals and leaders to discover:

  • Which overall trends are changing the role of sales?
  • What challenges do sales teams face in the midst of these changes?
  • What are the current and future roles of new technologies like artificial intelligence (AI) as they relate to the sales profession?

Data in this report is from a blind survey conducted from February 12 through March 15, 2018, that generated 2,908 responses from full-time sales professionals in the U.S., Canada, U.K./Ireland, France, Germany, the Netherlands, Japan, Australia/New Zealand, Hong Kong, and Singapore. All respondents are third-party panelists (not limited to Salesforce customers). See page 55 for detailed respondent demographics.


Due to rounding, not all percentage totals in this report equal 100%. All comparison calculations are made from total numbers (not rounded numbers).