Country Profile State of Sales 37 Hong Kong (163 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 60% 58% 57% 72% 66% 63% Individual quota met & team quota met Customer satisfaction (CSAT) Customer usage (e.g., consumption, Sales reporting/analytics Account and contact management Customer relationship management deployment, utilization) (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 management +136%value (CLV) +106%accuracy +100%Score (NPS) +176%intelligence +144%automation +132%(PRM) solution Rep Quota Attainment Artificial Intelligence Use 66%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: 34% Connecting Meeting in Selling 17% 70%virtually 51%person 66% 40% 43% Not selling 49% +15%Net change +2%Net change 40% Time reps spend selling vs. 11% 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 80% Service 75% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research