Industry Profile State of Sales 43 Healthcare and Life Sciences (161 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 71% 69% 65% 66% 63% 61% Individual quota met stomer satisfaction (CSAT) Sales reporting/analytics Customer relationship management Team quota met Cu Account and contact 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 Artificial Sales process price-quote +125%accuracy +115%Score (NPS) +91%value (CLV) +221%intelligence +114%automation +104%(CPQ) solution Rep Quota Attainment Artificial Intelligence Use 56%of sales reps expect to miss their annual quota this year 21%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: 33% Connecting Meeting in Selling 16% 59%virtually 46%person 67% 35% Not selling 52% 30% 54% +14%Net change +4%Net change 14% 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 73% Service 70% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research