Salesforce: State of Sales

Insights from more than 7700 sales professionals

State of Sales 2023

In the 5th edition of the Salesforce State of Sales report, Salesforce surveyed more than 7700 sales professionals worldwide to ask them about current pain points, best practices, needs, and solutions to their problems.

The resulting study is an overview on how to:

  • Maximize value in the middle of change
  • Meet buyer expectations
  • Work more efficiently
  • Set up strategic sales operations
  • Enable your sales force


Page 1 - 6
Study details, foreword, & executive summary. 
Page 7 - 8
The New Sales Mantra: Maximizing Impact

69% of sales professionals say that selling has become more difficult - how can they hit their targets in a time of change, budget cuts and regulatory uncertainty?

Page 9 - 12
Reps Strive to Meet Rising Buyer Expectations

Organizations communicate with buyers on up to 10 channels on average - how can the sales team manage all these channels, keep an overview on the data and activities, and act as trusted advisors?

Page 13 - 17
Sales Operations Boosts Efficiency

Only 28% of each week is spent with actual selling activities - how can sales ops reduce the workload for your sales team, so they can concentrate on their goals?

Page 18 - 20
The Seller Experience Gets a Second Look

Companies expect every fourth sales employee to leave in the next 12 months - how can trainings, development programs, benefits and working conditions be designed to create a strong sales force that celebrates and grows together?

Page 21 - 23
Page 24 - 25
Survey demographics

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