According to Salesforce's 2024 State of Sales report, sales teams are combining tools and strengthening data security to reap the benefits of AI. Following a global survey of 5,500 sales professionals, the report's four main findings are as follows:
Mounting pressure: Sellers are struggling due to marketplace demands and not enough production. However, sales teams continue to overcome challenges in order to expand. Over the last year, 79% of sales teams increased their revenue. In addition, 82% of salespeople are confident in their company's 12-month growth strategy.
Partner selling is helping to drive growth; 84% of sales professionals believe it has a greater influence on revenue than a year ago. According to the global answer, 89% of sales teams are presently using partner sales. Recurring revenues (42% of revenue source) are increasing, with more than 90% of sales teams using multiple revenue sources.
Sellers face changing consumer expectations, which leads to challenging sales motions; 67% of sales professionals do not plan to fulfil their quota this year, and 84% missed it last year. According to the survey, marketplace competition is also becoming a headache. 57% believe it has been more difficult since last year, while only 13% feel it has become easier. The most apparent disclosure, in my opinion, is the non-selling duties that take up the majority of a seller's time. Sales representatives devote 70% of their time to non-selling tasks.
Surge in AI adoption: Sales teams are using AI to increase efficiency and personalisation, but many are concerned about funding, training, and data gaps. 81% of sales teams claim to use AI currently.
According to the survey, four out of five sales teams are either experimenting with AI or have fully incorporated it. The most significant advantages of AI are improved sales data quality and accuracy. The other significant advantage of AI is that 83% of sales teams with AI experienced revenue increase in the previous year, compared to 66% of teams without AI.
Using enablement tactic: Sales teams are enhancing training programs for both direct sellers and partners, as a critical tactic for providing additional value to consumers. Improving sales enablement is the most effective growth strategy. AI can aid with sales enablement. As per the survey, the most preferred technique for sales teams to use AI for enablement is to provide real-time selling advise, which involves AI technologies giving reps personalised advice while they are working.
