Skip to main content

Exploring the Top Sales Challenges of 2015

2016 selling challenges

michaeldalis25 March 2015Blog

Share on LinkedInShare on TwitterShare on Facebook

Richardson Sales Performance's new research study, 2015 Selling Challenges written by Michael Dalis, a Senior Consultant at Richardson Sales Performance, and SVP Marketing, Jim Brodo, highlights results from a survey that Richardson Sales Performance conducted at the end of 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 organisation 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 about how they are going to drive new business and retain and grow existing client relationships,” says Michael Dalis, Senior Consultant.  “Many of the challenges they expect are created by continued changes in buying patterns largely driven by financial pressures, risk management, and technology changes. This reinforces the work that we do with leading sales organisations, enabling them to leverage newer technologies and information while getting up to speed on selling strategy, process, and skills to gain relevance and win in today’s crowded marketplace.
Share on LinkedInShare on TwitterShare on Facebook
sales effectiveness

Richardson's Sales Effectiveness System

Download

Resources You Might Be Interested In

man climbing a ship tower to represent the risk of pursuing opportunities that don't have a strong chance of resulting in a closed deal

Article: Reduce Risk with Stronger Opportunity Qualification

In our article, "Reduce Risk with Stronger Opportunity Qualification," we explain how sellers can develop a repeatable strategy for determining the viability of an opportunity.

Brief

Cargo train rolls through the desert symbolizing how sales enablement speeds up productivity

Article: How to Make Sales Enablement a Force Multiplier of Productivity

In our article, "How to Make Sales Enablement a Force Multiplier of Productivity," we explain three ways to drive productivity with better sales enablement.

Brief

Mars rover on planet symbolizing the complexity of sales accounts

Article: A Better Way to Sell to Complex Accounts

In our article, "A Better Way to Sell to Complex Accounts," we teach sellers how to gauge a pursuit's status and gain a high level of trust.

Brief, Article

Solutions You Might Be Interested In