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Richardson’s Annual Selling Challenges Research Survey

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Richardson Sales Performance is collecting information from sales professionals about the selling challenges they expect to encounter in 2017, and we need your help.

Please complete this short survey to share your insights into the future of the sales environment. Your participation automatically makes you eligible to win a new iPad.

Remembering the Selling Challenges of 2016

In last year’s study, we collected data from over 400 participants that gave us insight into the challenges sales professionals anticipated in 2016. Some of these included:

  • Prospecting: Identifying signals that indicate opportunities to engage new prospects
  • Exploring client needs: Creating value and insight during conversations with clients
  • Negotiations: Gaining higher prices Closing deals: Competing against low-cost providers
  • Account management: Finding ways to add relevant value for various stakeholders
  • Expanding relationships: Cross Selling

Using Data to Help You Become a Better Seller in 2016

While the 2016 selling environment certainly presented significant hurdles, it also presented opportunities to embrace change and learn new, more effective approaches to selling.

In response to survey data, we focused much of our 2016 efforts on providing solutions and guidance for overcoming these challenges. Some of the most popular blog posts on these topics were:

Looking Forward: 2017 Selling Challenges Study

We want to continue to provide you with actionable content that addresses your specific selling challenges. Please take a moment to complete our annual study so we can provide thought leadership and selling tips in the areas where you need the most support in 2017.

This survey is closed. To request a copy of the final study please contact us at

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Research: Understanding Selling Challenges in 2017


Resources You Might Be Interested In

Brief: CEO Insights - A Look Ahead to 2024

Richardson CEO, John Elsey, outlines the six selling trends developing for 2024 and how your sales team can get ahead of them.

Brief, Article

Article: Three Ways to Sharpen Your Negotiation Skills as Customers Seek Lower Pricing

Learn the three skills needed to successfully negotiate during a sale without conceding on price.


banner with the webinar title and a broken bridge in the background showing how revtech and sales training bridge gaps in sales performance

Webinar Recording: Connecting Revenue Technology and Selling Motions to Find Gaps and Get Results

Watch this webinar to learn how integrating advanced analytics with sales training produces measurable improvement in key revenue metrics.

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