State of Sales Country Profile 31 Germany (326 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 81% 76% 71% (individual) performance/ Collaborating across departments Having a single customer view Collaborative selling 1Sales process 2productivity 3Account management across departments/roles (e.g., lead-to-cash time, (e.g., calls made, proposals sent, (e.g., sales performance Benefits of Intelligent Selling customer response time, converted leads, onboarding versus account plan, account customer interactions) time) profitability, account growth rates) Percentage Experiencing a Major Positive Impact on the Following 52% 44% 43% Top Sales Objectives Over Next 12—18 Months Customer/prospect nurturing Predictive selling Productivity of sales reps Increase customer retention through Increase face time Grow number of leads/ Anticipated Growth in Intelligent Sales Tech Use 1deeper relationships 2with customers 3new customers Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 216% 206% 174% Artificial intelligence to Predictive intelligence Automated lead-to-cash process of sales professionals say their company is using or automatically recommend (e.g., lead scoring, predictive 72%planning to use mobile apps in the next two years. products to customers based forecasting, etc.) on their preferences Top Mobile App Use Cases Predictive Selling Comes into Focus To get notifications/alerts on important customer/ To connect with To access analytics Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1sales information 2customers on the go 3dashboards or reports Past 12—18 Months 48% 47% 47% Top Mobile Selling Benefits 71% 70% Percentage Experiencing a Major Benefit Across the Following Being Anticipating proactive customer needs 69% 65% 63% Access data from anywhere Real-time communications with Real-time communications with team members customers Salesforce Research