Introducing the 'Sales Stack Shadow': Six Years of French B2B Sales Technology Evolution (2019-2025)

This dataset accompanies the working paper "Six Years of Evolution of the French Sales Technology Stack (2019-2025): Introducing the 'Sales Stack Shadow' Concept."It contains anonymized survey data from 901 French B2B salespeople collected across four harmonized waves (2019-2025) using a repeated cross-sectional longitudinal design. Dataset is in French.The dataset operationalizes the Sales Stack Shadow concept — the share of free, unsanctioned tools in individual sales technology stacks — and enables independent replication of all statistical tests: Kruskal-Wallis (H=53.85, p<0.001) for longitudinal stack growth Sales Stack Shadow Index (mean 47.4%, n=259) Mann-Whitney U (p=0.005) for work-study vs professional differential Chi-square (p=0.007) for generative AI training differential Key variables: nb_solutions, nb_solutions_gratuites, nb_solutions_payantes,solutions_nominatives (tool names tagged [G] free / [P] paid).