State of Sales Country Profile 29 Canada (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 75% 70% 64% Customer experience/ Collaborating across departments Having a single customer view Collaborative selling 1success 2Sales process 3Account management across departments/roles (e.g., Net Promoter Scores [NPS], (e.g., lead-to-cash time, (e.g., sales performance Benefits of Intelligent Selling customer satisfaction, customer customer response time, versus account plan, account loyalty, renewal rate/churn rate, customer interactions) profitability, account growth sentiment analysis) rates) Percentage Experiencing a Major Positive Impact on the Following 30% 26% 26% Top Sales Objectives Over Next 12—18 Months Productivity of sales reps Customer/prospect nurturing Predictive selling Increase customer Grow number of leads/ retention through Become a trusted Anticipated Growth in Intelligent Sales Tech Use 1new customers 2deeper relationships 3advisor to customers Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 173% 137% 120% Artificial intelligence to Deep learning to classify, predict, Predictive intelligence of sales professionals say their company is using or automatically recommend and react to patterns within data (e.g., lead scoring, predictive products to customers based (i.e., more accurately recommend forecasting, etc.) 61% planning to use mobile apps in the next two years. on their preferences products to your customers) Top Mobile App Use Cases Predictive Selling Comes into Focus To get notifications/alerts To connect with on important customer/ To collaborate with team Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1customers on the go 2sales information 3members on the go Past 12—18 Months 65% 56% 55% Top Mobile Selling Benefits 80% 79% Percentage Experiencing a Major Benefit Across the Following Anticipating Being customer needs proactive 64% 64% 62% Access data from anywhere Selling from anywhere Real-time communications with customers Salesforce Research