Country Profile State of Sales 29 United States (500 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 73% 69% 68% 71% 70% 66% Team quota met Customer satisfaction (CSAT) Individual quota met 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* Partner relationship Net Promoter Customer lifetime Artificial management Marketing +101%Score (NPS) +91%Pipeline accuracy +75%value (CLV) +153%intelligence +91%(PRM) solution +86%automation Rep Quota Attainment Artificial Intelligence Use 58%of sales reps expect to miss their annual quota this year 23%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 18% 64%virtually 43%person 65% 38% Not selling 46% 52% +18%Net change +5%Net change 30% Time reps spend selling vs. 16% 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 83% Service 78% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research