Industry Profile State of Sales 40 Retail and Consumer Goods (900 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 67% 62% 61% 68% 65% 61% Customer satisfaction (CSAT) eam quota met Individual quota met Sales reporting/analytics Account and contact management Sales forecasting tools T Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* Configure- Net Promoter Customer lifetime Pipeline Artificial Opportunity price-quote +129%Score (NPS) +105%value (CLV) +100%accuracy +135%intelligence +106%management +103%(CPQ) solution Rep Quota Attainment Artificial Intelligence Use 63%of sales reps expect to miss their annual quota this year 25%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: 35% Connecting Meeting in Selling 17% 64%virtually 52%person 65% 36% Not selling 49% 51% +10%Net change +6%Net change 32% Time reps spend selling vs. 15% 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 81% Service 80% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research