Industry Profile State of Sales 42 Manufacturing (321 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 71% 69% 63% 68% 62% 56% Individual quota met Team quota met Customer satisfaction (CSAT) Sales reporting/analytics Account and contact management 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* Partner relationship Customer lifetime Pipeline Net Promoter Artificial Marketing auto- management (PRM) +112%value (CLV) +111%accuracy +94%Score (NPS) +248%intelligence +176%mation +110%solution Rep Quota Attainment Artificial Intelligence Use 59%of sales reps expect to miss their annual quota this year 18%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: 37% Connecting Meeting in Selling 19% 63%virtually 44%person 63% 32% Not selling 51% 46% +13%Net change +1%Net change 17% 35% 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 75% Service 69% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research