Country Profile State of Sales 36 Australia/New Zealand (300 Sales Professionals) Top Sales Metrics Top Sales Technologies Top KPIs currently tracked by sales teams* Top technologies currently used by sales teams 63% 59% 53% 60% 54% 53% Customer satisfaction (CSAT) Individual quota met Customer retention/attrition Sales reporting/analytics Sales forecasting tools Account and contact management Top KPIs for anticipated growth over the next two years* Top technologies for anticipated growth over the next two years* titive Mobile sales apps Net Promoter Customer Artificial Compe +130%Score (NPS) +98%acquisition cost (CAC) +92%Pipeline accuracy +142%intelligence +117%intelligence +94%for employees Rep Quota Attainment Artificial Intelligence Use 70%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 57%virtually 52%person 69% 30% Not selling 54% 35% 54% +6%Net change +4%Net change 17% 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 78% Service 71% * Base: Sales executives and managers ** Base: Sales executives, managers, and reps Salesforce Research