Highlights
The Fourth State of Sales Report Shows How Teams Adapt to a New Selling Landscape

Salesforce published the fourth edition of its State of Sales research report, a data-driven look at how sales teams are adapting to the drastic impacts of COVID-19 and the strategies and tactics they’re implementing to recover and grow.
UAeSalesforce surveyed nearly 6,000 sales professionals globally from B2B and B2B2C companies across North America, Asia Pacific, Europe, the Middle East, and Africa. The report showcases how a global pandemic underscores the urgency for technological and organizational transformation.
Some key insights from the State of Sales report include:
Customer and Market Trends Are Redefining the Sales Profession
COVID-19 has shaken up customers’ circumstances with unprecedented scale and speed. As a result, 72% of sales reps say success metrics have changed, and 58% of sales reps expect their roles to change permanently.
New Realities Hit Outside Reps the Hardest
Selling during a public health and economic crisis isn’t easy for anyone, but it’s hitting field sales reps the hardest. Outside sales teams, typically reliant on in-person meetings, are now learning how to sell from home via call or video. Outside sales reps are less confident than their inside sales counterparts in their personal ability and their organization’s ability to close deals. Outside sales reps are also less likely to feel like their manager understands their day-to-day challenges, compared to inside sales reps.
Organizations Are Seeking a Balance Process and Autonomy
Because sales teams are working remotely, there’s a greater need to share progress and updates through formal reporting mechanisms. 67% of salespeople say activity logging is enforced more than in 2019, and 63% of reps are logging more details than they did in 2019.
Digital Transformation Is Accelerating
Seventy-seven percent of sales leaders say their digital transformation has accelerated since 2019.Video conferencing leads the roster of increasingly valuable sales tools — something that will come as no surprise in the midst of a pandemic.
AI mobile sales apps, and CRM systems have also earned more prominent roles in sales toolkits – as sales operations seek to provide teams with both on-the-go and data-driven tools to do their jobs.
Overall, 81% of respondents say sales technology needs have changed significantly since last year, and that they’re implementing changes faster than in 2019.
-
Banking & Finance2 months ago
Oman Arab Bank Announces Increase of Authorised Capital to RO500mn and Paid‑In Capital Boost of RO50mn
-
Bahrain2 months ago
SPIEF 2025 focused on global and regional economic processes, market transformation, new tech, investment climate, financial policy and people
-
Banking & Finance2 months ago
National Finance Reinforces Position as Partner for Growth, Offers a Comprehensive Product Suite to Support Customer Ambitions
-
OER Magazines2 months ago
OER, June 25
-
Energy2 months ago
Russian Energy Week from October 15-17, 2025 offers alternative formats of cooperation
-
Alamaliktistaad Magazines2 months ago
Al-Iktisaad, June 25
-
Technology2 months ago
SPIEF 2025 showcases cutting-edge technologies and digital innovation through its Innovation Space initiative
-
Energy2 months ago
The year 2025 is a special year for Oman and Russia as it marks 40 years of diplomatic relations between the two countries says HE Sergey Tsivilyov, Energy Minister of Russia