Country Profile State of Sales 31 United Kingdom/Ireland (300 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 82% 75% 72% 75% 67% 66% Customer satisfaction (CSAT) Team quota met Individual quota met 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* Configure- Pipeline Net Promoter Customer lifetime price-quote Artificial Sales process +92%accuracy +69%Score (NPS) +63%value (CLV) +126%(CPQ) solution +112%intelligence +95%automation Rep Quota Attainment Artificial Intelligence Use 64%of sales reps expect to miss their annual quota this year 26%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 16% 45%virtually 25%person 65% 40% 37% Not selling 53% +11%Net change -2%Net change 31% Time reps spend selling vs. 23% 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 77% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research