销售现状（第六版）

State ofSales Insights from 5,500 salesprofessionals on driving growthand standing out in a crowd. Growing customer expectations is the number one challenge in this year’s“State of Sales.” I’m seeing it every day. Customers don’t just want tolearn about products. They want to separate myth from reality, and reallyunderstand how they can succeed. ForewordNote to sellers The question becomes: What’s it going to take to tell a customer thatyou’ve got them? It’s why sales teams are investing in making it easier forsellers to sell. This report shares how sales teams are focused on training andenablement, which is the number one tactic for growth. They’re usingAI to boost productivity, consolidating tools to simplify their tech stacks,and investing in complete CRMs like Sales Cloud that drive growth — frompipeline to paycheck. The results speak for themselves. Growth is up, turnover is down, andteams using AI are outperforming the rest. Keep reading to discoverwhat’s working for 5,500 sales professionals today. Ketan Karkhanis Ketan KarkhanisGeneral Manager, Sales Cloud What You’ll Findin This Report For the sixth edition of the State of Sales report,Salesforce surveyed 5,500 sales professionalsworldwide to discover how sales pros are: •Growing revenue in the face of risingcustomer demands and competition•Firming up sales enablement strategiesto better prepare reps•Addressing data and trust concerns inthe age of artificial intelligence (AI) Due to rounding, not all percentage totalsin this report sum to 100%. All comparisoncalculations are made from total numbers(not rounded numbers). Data in this report is from a double-anonymoussurveyconducted from March 8, 2024, throughApril 18, 2024. Respondents represent 27 countriesacross six continents. All respondents are third-partypanelists. For further survey demographics,see page 38. Who We Surveyed In this report, we refer to the followingrespondent groups: Sales Reps Front-line sales representatives,inclusive of the following: •Inside Sales Reps Quota-carrying individuals who primarily interactwith customers virtually via phone or digital means Quota-carrying individuals who primarily interactwith customers via in-person meetings •Partners and Channel Sales RepsReps external to the company who sell throughrevenue sharing agreements Sales Support Specialists assisting with administrationand support, along with sales and businessdevelopment representatives (SDRs and BDRs) Sales Operations Includes sales operations, sales enablement,revenue ops, and deal desk professionals Sales LeadersSales and revenue leaders and managers Sales ProfessionalsAll salespeople, inclusive of the groups above Contents Look AheadAppendixSurvey DemographicsChapter 1|Sales Are Up, but So Are New PressuresChapter 2|AI Adoption Surges, Calling for Trustworthy DataChapter 3|Sales Teams Turn to Enablement as a Top Tactic for GrowthChapter 4|Employee Retention Is Rising — but VulnerableExecutive Summary 06 14 23 29 38 S A L E S F O R C E ExecutiveSummary Sales Are Up, but So Are New Pressures Customer expectations are growing,productivity is lagging, and competition ison the rise. Yet four in five sellers say salesare up. Marketplace pressures and low productivity are weighing on sellers. Still, salesteams continue to push through challenges to grow.79% of sales teamsincreased revenue over the past 12 months. How are sales teams making it work?In part, by using training and technologyto guide reps to success. They'reconsolidating tools and improving datasecurity to realize the benefits of AI.They’re also connecting the dots in theirdata to provide reps with a completecustomer view. AI Adoption Surges, Calling for Trustworthy Data Sales teams are using AI in a push for productivity and personalization, butmany report concerns over budget, training, and data deficits.81% of salesteams say they use AI today. Sales Teams Turn to Enablement as a Top Tactic for Growth Sales teams are improving their training programs for direct sellers andpartners alike, a key strategy for delivering more value to customers.Improving sales enablement is the #1 tactic for growth. The renewed focus on simplifying sellingmight explain the optimistic mood assales pros look ahead. Most say they feelconfident despite the challenges they face. Employee Retention Is Rising — but Vulnerable Retention and satisfaction among sales pros is rising, but dependent oncompensation.64% of sales pros say they’d leave their company if offereda similar job with better pay. 1 Sales Are Up,but So AreNew Pressures Sales GrowthIs Back Revenue and New Customers Are on the Rise Changes in Performance Over the Past 12 Months In the previous State of Sales report,released during the pandemic, 82% ofsales professionals said they had to quicklyadapt to new ways of selling in the face ofeconomic headwinds. These teams workedto pave a path to growth amid inflation,supply chain issues, and global unre