Industry Profile State of Sales 41 Financial Services (336 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 67% 62% 55% 68% 65% 62% Team quota met Customer satisfaction (CSAT) & Conversion rate Sales reporting/analytics Customer relationship management Account and contact management individual quota met & customer (CRM) system retention/attrition Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* Pipeline Customer usage Partner relationship Net Promoter (e.g., consumption, Artificial management (PRM) Marketing +91%Score (NPS) +89%accuracy +73%deployment, utilization) +120%intelligence +98%solution +71%automation Rep Quota Attainment Artificial Intelligence Use 50%of sales reps expect to miss their annual quota this year 31%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: 32% Connecting Meeting in Selling 13% 61%virtually 53%person 68% 33% Not selling 54% 34% 54% +10%Net change +5%Net change 13% 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 76% Service 70% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research