Proof That Sales Is Changing: 15 Sales Stats

Posted December 04, 2017
Leah Wentz, Senior Marketing Coordinator

Content from the Salesforce Blog.

There are no sales pitches in the new Age of the Customer.

Today, the name of the game is “customer experience,” and the consumer is king. In fact, Salesforce’s second annual “State of Sales” report found that customer experience is the top type of key performance indicator (KPI) used by sales organizations to measure success. To win at selling now means helping your customers win too, fostering a discussion that uncovers their needs and proposing solutions that best fit them. To deliver, teams are adopting a new blueprint of sales that incorporates more analytics and intelligent technology to replace the product pitches of yesteryear — providing tailored customer solutions that give tech-empowered, info-savvy customers the knowledge-rich, fast, and personal experiences they demand.

Check out these 15 sales statistics that underscore just how much sales is changing. [Click to tweet]

Which trends define this new era of selling? We’ve taken research findings from the second annual “State of Sales” report to map out four big trends, and 15 sales statistics, that underscore just how much sales is changing.

Trend #1: Customer Experience Is Now the Top Sales Benchmark

In today’s connected marketplace, informed customers have more power to dictate which businesses lead and which fall behind. Sales teams, unsurprisingly, are eager to crack the code on customer centricity. This renewed focus on the customer is spurring considerations around how sales teams quantify success.

Here are a few interesting sales facts that illustrate the rising importance of customer experience.


Customers now seek personalized interactions with the brands they do business with, and expect their sales reps to learn, understand, and anticipate their needs — like personal consultants.

Trend #2: High-Performing Sales Teams Are Adopting a New Approach

As companies prepare for the intelligent marketplace of the future, successful sales teams are arming their reps with smarter selling capabilities.

These sales statistics show how teams are making it a priority to stay connected and proactive in their approach.




Sales teams are trying new tactics. Realizing that customers still value human interactions, modern sellers are finding the most success by blending personal interactions with other communication channels.

Trend #3: Teams Are Reducing Inefficiencies with Tech 

Sales teams are not only faced with keeping up with the pace of mobile customers, but also keeping their customer relationship management (CRM) system up to date, managing the flow of paperwork between clients and legal, and waiting for customer responses. It’s a lot to manage. Today, sales teams are taking control back into their own hands by reducing administrative inefficiencies with the help of tech — specifically automation, smarter analytics, and mobile capabilities.

These statistics show how sales teams are tapping into tech to work smarter.


On average,sales reps spend a whopping 64% of their time on non-selling tasks, despite the fact that they’d rather be building relationships with new customers.

Trend #4: Adopting Artificial Intelligence for Smarter Selling

As these sales statistics have shown, reps are becoming too bogged down with non-selling activities. That’s why the research shows they’re turning to artificial intelligence (AI) and other intelligent technologies for smarter selling processes that help them win back time and selling power.

While top teams are already realizing the tremendous benefits of adopting smarter selling techniques into their processes, others stand to make substantial gains from time spent selling and connecting on a deeper, more personalized level with customers.

For more interesting sales facts, get the second annual “State of Sales” report (free to download), featuring country-specific data and research-based advice for the modern sales team.

Originally posted on the Salesforce Blog.