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Jul 15, 2015
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[NEW RESEARCH - GetData] Only 50% of sales teams use a CRM to manage sales process

Only 50% of sales teams are using a CRM to manage their sales pipeline and process. Of those, a further 50% feel they need to improve their sales process.

Sançar SahinContent Analyst

Just over half of sales teams are managing their sales process with a dedicated CRM (Customer Relationship Management) solution, according to a GetData survey of small business owners. While in the same study, 50 percent of those who are using CRM claim that ‘improving the sales process’ is the biggest issue facing their sales department.


Key research findings:

  • 72.4% of business owners surveyed have sales teams of between 1 and 5 staff

  • Over 60% of the sales teams deal with 3-5 stages in their sales process

  • Just over 50% of the panel says that 'improving sales process' is the biggest issue faced


More details about the research:

Answers to the question: “How big is your sales team at your organization?”

2-5 people (38.3%)

Only one person (34.1%)

6-10 people (11%)

11-25 people (5.4%)

26-100 people (5.4%)

More than 100 people (3.7%)

Unknown (2.1%)

Answers to the question: “Does your organization have a formal sales process?”

Yes (48.1%)

No (47.7%)

I don’t know (4.2%)

Answers to the question: “How many sales stages are involved in your sales process?”

3-5 (60.1%)

< 3 (29.6%)

6-8 (7.4%)

9 or more (3%)

Answers to the question: “Does each member of your sales team have a quota?”

No (50.2%)

Yes (42.3%)

I don’t know (7.5%)

Answers to the question: “What are the top issues that you or your sales team is currently facing? (Check all that apply)”

Improving sales process (50.5%)

Social selling (43%)

Lead management (36.5%)

Sales training (31%%)

Activity management (31%)

Investing in a CRM (15%)

None of the above (10%)

Answers to the question: “Do you currently use a CRM system?”

Yes (50.5%)

No (49.5%)

Answers to the question: “Overall, how satisfied are you with your CRM system?”

Satisfied (48.5%)

Ambivalent (18.8%)

Completely satisfied (18.8%)

Needs improvement (15.8%)


Demographics: 500 US-based respondents from a panel of SMBs (Small and Medium-sized businesses). Respondents are aged between 25 and 54 and have an average inferred annual income of $24k - $150k.


If you’re a tech journalist or blogger and would like custom research to use in your articles, please complete this research request form. Alternatively, if you have questions, please get in contact with Sançar at sancar.sahin@getapp.com.

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