Country Profile State of Sales 35 Japan (300 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 78% 74% 56% 67% 56% 52% Team quota met Individual quota met Customer retention/attrition Sales reporting/analytics Competitive intelligence Account and contact management Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* romoter Sales process Pipeline Customer lifetime Net P Artificial Marketing +125%accuracy +92%value (CLV) +64%Score (NPS) +550%intelligence +233%automation +141%automation Rep Quota Attainment Artificial Intelligence Use 54%of sales reps expect to miss their annual quota this year 11%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: 38% Connecting Meeting in Selling 24% 43%virtually 34%person 62% 26% Not selling 56% 47% +10%Net change +1%Net change 18% 30% 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 62% Service 57% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research