Industry Profile State of Sales 44 Telecommunications and Media (135 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 71% 62% 60% 72% 65% 59% Customer satisfaction (CSAT) Individual quota met & Conversion rate Sales reporting/analytics ccount and contact management Customer relationship management A customer usage (e.g., consumption, (CRM) system deployment, utilization) Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* Configure- Customer lifetime Net Promoter Pipeline Sales process Marketing auto- price-quote +150%value (CLV) +125%Score (NPS) +106%accuracy +147%automation +131%mation +121%(CPQ) solution Rep Quota Attainment Artificial Intelligence Use 52%of sales reps expect to miss their annual quota this year 31%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: 31% 12% Connecting Meeting in Selling 26% 50%virtually 48%person 69% Not selling 54% 36% 53% +11%Net change +5%Net change 20% 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 80% Service 76% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research