Country Profile State of Sales 30 Canada (300 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 74% 69% 64% 75% 67% 63% Team quota met Individual quota met Customer satisfaction (CSAT) Sales reporting/analytics Account and contact management Sales forecasting tools Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* Customer artner relationship P Net Promoter Pipeline acquisition Artificial Customer management +212%Score (NPS) +135%accuracy +97%cost (CAC) +226%intelligence +162%insight tool +142%(PRM) solution Rep Quota Attainment Artificial Intelligence Use 51%of sales reps expect to miss their annual quota this year 13%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% 12% Connecting Meeting in Selling 57%virtually 40%person 63% 29% Not selling 52% 51% +15%Net change +3%Net change 18% 37% 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 77% Service 76% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research