State of Sales Country Profile 35 Australia/New Zealand (315 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% 66% 60% 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 28% 26% 26% Top Sales Objectives Over Next 12—18 Months Productivity of sales reps Customer/prospect nurturing 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 147% 135% 125% Email sentiment analysis Automated lead-to-cash process Marketing automation of sales professionals say their company is using or (i.e., have a system read an email and provide an analysis of whether 47% planning to use mobile apps in the next two years. or not the email is good or bad for the opportunity) Top Mobile App Use Cases Predictive Selling Comes into Focus To support selling in To connect with customer-facing To collaborate with team Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1customers on the go 2situations 3members on the go Past 12—18 Months 67% 56% 52% Top Mobile Selling Benefits 80% 77% Percentage Experiencing a Major Benefit Across the Following Being Anticipating proactive customer needs 64% 64% 58% Access data from anywhere Selling from anywhere Real-time communications with customers Salesforce Research