State of Sales Country Profile 34 Japan (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 Representative 44% 32% 29% (individual) performance/ Organizational Collaborating across departments Having a single customer view Collaborative selling 1productivity 2performance 3Sales process across departments/roles (e.g., calls made, proposals sent, (e.g., amount of new/recurring (e.g., lead-to-cash time, Benefits of Intelligent Selling converted leads, onboarding revenue versus targets) customer response time, time) customer interactions) Percentage Experiencing a Major Positive Impact on the Following 29% 24% 17% Top Sales Objectives Over Next 12—18 Months Customer/prospect nurturing Productivity of sales reps Predictive selling Increase customer retention through Grow number of leads/ Increase face time Anticipated Growth in Intelligent Sales Tech Use 1deeper relationships 2new customers 3with customers Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 350% 217% 208% Artificial intelligence to Marketing automation Deep learning to classify, predict, of sales professionals say their company is using or automatically recommend and react to patterns within data products to customers based on (i.e., more accurately recommend 36%planning to use mobile apps in the next two years. their preferences products to your customers) Top Mobile App Use Cases Predictive Selling Comes into Focus To support selling in customer-facing To connect with To collaborate with team Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1situations 2customers on the go 3members on the go Past 12—18 Months 59% 54% 45% Top Mobile Selling Benefits 47% 39% Percentage Experiencing a Major Benefit Across the Following Anticipating Being customer needs proactive 44% 35% 35% Access data from anywhere Real-time communications with Faster selling customers Salesforce Research