Richardson’s 2016 Selling Challenges Study

The Study

The 2016 Selling Challenges Study uncovers the issues that sales professionals see in the year ahead that have the potential to interfere with achieving quota. The survey questions focus on the entire sales

process, from prospecting through closing.

• More than 400 responses were received across the globe.• The responses were mainly from B2B industries.

Key Findings

In 2016, which of the following do you think will be your biggest challenge inyour prospecting efforts?

16% of respondents said identifying triggers/sales signals that indicate issues that you can resolve.

Key Findings

In 2016, which of the following do you feel will be your biggest challenge in uncovering and exploring client needs?

27%of respondents said creating value and insight during the conversation with the client.

Key Findings

In 2016, which of the following do you believe will be your toughestnegotiation challenge?

29.2% of respondents said gaining higher prices.

Additional Challenges

“IT’S DIFFICULT SELLING TODAY.”

“PROTECTING MARGINS IS A CHALLENGE. PROTECTING CLIENTSIS A CHALLENGE. SELLING IS A CHALLENGE.”

“IT’S REALLY

HARD OUT THERE.”

1. Lack of Sales Management Structure

2. Marketing and Sales Alignment

3. Customer Service

End Results

To be successful in 2016, sellers need to:

• Focus on fully understanding their customers business environment

• Show how their products and services will provide a value

• Become a true business advisor, not just a selling agent

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