Richardson’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.
With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.
Our research reveals that:
- Nearly one-quarter of respondents cited creating value and insights for clients as a major anticipated challenge
- 22% of respondents cited “building a case for change” as a top challenge and the key to building consensus
- A growing sense of unpredictability and uncertainty in selling
- The need for contextual agility in selling to adapt to complex buying factors and misaligned stakeholders