For More State of Sales Research visit https://www.fourquadrant.com/go-to-market-charts-sales/ Key Highlights Sales teams are now using customer experience / success to measure success 73% of sales reps communicate that collaboration across functional boundaries is absolutely critical / very important to their overall sales process. In-person, face-to-face meetings remains sales’ top communication channel for connecting with customers. The best-in-class sales teams are 2.7x more likely to say it’s absolutely critical or very important to connect with customers using online channels. On average, sales reps spend 64% of their time on non-selling tasks - mostly administrative. Growth in excess of 100% is expected for sales teams’ adoption of artificial intelligence (AI), predictive intelligence and automated lead-to-cash processes. For FREE templates visit https://www.fourquadrant.com/free-marketing-templates/ Access sales and marketing insights based on proven experiences at https://www.fourquadrant.com/marketing-resource-blog/ View research highlights from all major research providers at https://www.fourquadrant.com/go-to-market-research/

1. Go to market resources @ fourquadrant.com
State of Sales Research

2. Go to market resources available @ www.fourquadrant.com
Most Important Sales Objective

3. Go to market resources available @ www.fourquadrant.com
Sales Reps Aren’t Spending Most of Their Time Selling

4. Customers Want Sales Reps Who Are Personal Consultants
Go to market resources available @ www.fourquadrant.com

5. Go to market resources available @ www.fourquadrant.com
Inefficient Processes Hinder Sales Teams

6. Go to market resources available @ www.fourquadrant.com
Excessive Administrative Tasks Are Impeding Sales Reps From
Achieving the Highest Results

7. Go to market resources available @ www.fourquadrant.com
Why Meeting Customer Expectations Is a Top Challenge for Sales
Teams by Performance and Business Type

8. Go to Market Resources @ fourquadrant.com
Go to Market Charts for Sales @ fourquadrant.com/go-to-
market-charts-sales/
Free Downloads @ fourquadrant.com/free-marketing-templates/
Go to Market Insights @ fourquadrant.com/free-marketing-
templates/
Go to Market Resources for Sales & Marketing