State of Sales Country Profile 28 United States (903 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 73% 71% 63% Customer Collaborating across departments Having a single customer view Collaborative selling 1experience/success 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 36% 35% 27% Top Sales Objectives Over Next 12—18 Months Customer/prospect nurturing Productivity of sales reps Predictive selling Increase customer Provide customers Grow number of leads/ retention through with a more Anticipated Growth in Intelligent Sales Tech Use 1new customers 2deeper relationships 3personalized experience Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 125% 120% 114% Deep learning to classify, predict, Artificial intelligence to Predictive intelligence of sales professionals say their company is using or and react to patterns within data automatically recommend (e.g., lead scoring, predictive (i.e., more accurately recommend products to customers based forecasting, etc.) 56% planning to use mobile apps in the next two years. products to your customers) on their preferences Top Mobile App Use Cases Predictive Selling Comes into Focus To support selling To get notifications/alerts To connect with in customer-facing on important customer/ Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1customers on the go 2situations 3sales information Past 12—18 Months 53% 52% 50% Top Mobile Selling Benefits 84% 84% Percentage Experiencing a Major Benefit Across the Following Anticipating Being customer needs proactive 69% 67% 61% Access data from anywhere Selling from anywhere Real-time communications with customers Salesforce Research