Category Archives: Sales Challenges

February 19th, 2016

2016 Selling Challenges Research Report – Now Available

sales-challenges

Social Selling? Negotiating price concessions? Growing existing accounts? What are some of the biggest challenges facing sales professionals in our uncertain business environment?  Richardson has the answers!

We are very excited to release The 2016 Richardson Selling Challenges Research Study. We surveyed over 400 field sales reps, senior sales professionals, and sales leaders and asked them to identify some of the major hurdles they are, and will be facing, in the year ahead that will impede them from achieving their goals and objectives.

The report will provide you with insight into some of the challenges sales professionals are trying to manage around prospecting into new accounts, identifying client needs, negotiating deals, managing accounts, and expanding relationships. This report will also provide you with some helpful tips on how to navigate these rough waters.

Richardson will also be developing additional articles from this this data based on a number of responder characteristics such as role, tenure, and industry. If you would like an industry specific version, please contact us at info@richardson.com to discuss your potential options.

Please click here to download this complimentary report.

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March 25th, 2015

Richardson Launches New Research Study: 2015 Selling Challenges

selling-challenges

New Richardson Research Study Identifies Biggest Sales Challenges for 2015

Philadelphia, PA — March 25, 2015 — Richardson, a leading global sales training and sales effectiveness company, announced today the launch of a new research study, 2015 Selling Challenges.

This study, written by Michael Dalis, a Senior Consultant at Richardson, and SVP Marketing, Jim Brodo, highlights results from a survey that Richardson conducted at the end of the 2014 with field sales representatives, senior sales professionals, and sales leaders to gauge what they felt would be their biggest selling challenges during 2015. The survey received more than 370 responses globally, mainly from B2B industries.

The survey focuses on prospecting, retaining and growing client relationships, and pricing/closing. The results from the study allow the reader to gain insight into the potential challenges that his/her sales organization may face in 2015 and plan how to overcome these obstacles. Some of the critical challenges that respondents felt they would face include:

18.59% of respondents said gaining appointments is the biggest prospecting challenge in 2015. 30.11% of respondents said providing insights and challenging clients is the most difficult challenge in expanding relationships in 2015. 30.61% of respondents said competing against a low-cost provider is the biggest challenge to closing a deal in 2015.

“The results of the survey support what we see in the market, working with thousands of sales reps and managers each year. It validates sales leader concerns » Continue Reading.

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