Country Profile State of Sales 33 Germany (322 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 73% 60% 58% 68% 64% 56% Customer satisfaction (CSAT) Individual quota met Customer retention/attrition Account and contact management Competitive intelligence Customer relationship management (CRM) system Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* figure- Con Net Promoter Customer lifetime Pipeline price-quote Opportunity Artificial +211%Score (NPS) +171%value (CLV) +88%accuracy +221%(CPQ) solution +189%management +128%intelligence Rep Quota Attainment Artificial Intelligence Use 53%of sales reps expect to miss their annual quota this year 33%of sales teams currently use artificial intelligence Rep Time Allocation Data-Driven Sales Reps have increased time spent engaging with customers/ Sales teams primarily prioritize leads based on:** Sales teams primarily forecast sales based on: prospects in the following ways over the past three years: 33% Connecting Meeting in Selling 14% 57%virtually 65%person 67% 33% Not selling 57% 52% +7%Net change +6%Net change 34% 11% Time reps spend selling vs. not selling in an average week Cross-Team Collaboration Data analysis of propensity to buy Data-driven insights Intuition A fairly even mix Other Gut feeling, intuition, educated guess Sales teams that share common goals and metrics with: Marketing 84% Service 84% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research