State of Sales Country Profile 30 France (325 Sales Professionals) Top of Mind for Sales Professionals Cross-Team Collaboration Top Types of KPIs Percentage Who Rate the Following as Absolutely Critical or Very Important to Their Sales Process 77% 70% 65% Customer experience/ Organizational Collaborating across departments Having a single customer view Collaborative selling 1success 2performance 3Sales process across departments/roles (e.g., Net Promoter Scores [NPS], (e.g., amount of new/recurring (e.g., lead-to-cash time, Benefits of Intelligent Selling customer satisfaction, customer revenue versus targets) customer response time, loyalty, renewal rate/churn rate, customer interactions) sentiment analysis) Percentage Experiencing a Major Positive Impact on the Following 37% 34% 33% Top Sales Objectives Over Next 12—18 Months Predictive selling Productivity of sales reps Deal close rate Increase customer Provide customers with Grow number of leads/ retention through a more personalized Anticipated Growth in Intelligent Sales Tech Use 1new customers 2deeper relationships 3experience Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 142% 139% 134% Automated lead-to-cash process Marketing automation Artificial intelligence to of sales professionals say their company is using or automatically recommend 76%planning to use mobile apps in the next two years. products to customers based on their preferences Top Mobile App Use Cases Predictive Selling Comes into Focus To get notifications/alerts To connect with To search and on important customer/ Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1customers on the go 2access files 3sales information Past 12—18 Months 51% 50% 50% Top Mobile Selling Benefits 84% 78% Percentage Experiencing a Major Benefit Across the Following Anticipating Being customer needs proactive 71% 66% 65% Access data from anywhere Real-time communications with Selling from anywhere customers Salesforce Research