Research: Understanding Selling Challenges in 2018
Sales performance improvement
What’s Inside
Richardson Sales Performance’s 2018 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 2018 will unfold and how to capitalise on a changing but robust economic setting.
The data reveals:
- That one-third of respondents cited “competing against a low-cost provider” as a major anticipated challenge and how to win
- Why 19% of survey participants “need to gain higher prices” and maintain margin and the negotiation skills that will help
- Ways to build momentum to overcome the common problem of “combating the status quo”
- Why 22% of respondents cited “understanding the buyer’s decision-making process” as a top challenge and the questions that uncover answers
Resources You Might Be Interested In
Webinar Recording: The Future of Prospecting - Agile Meets Social
Download a copy of our webinar where we explore how agile prospecting combined with social selling skills enhances your sales professionals prospecting efforts.
Video
How LexisNexis Drives Sales Wins and Enhances Customer Satisfaction
Discover how LexisNexis Risk Solutions partnered with Richardson to elevate their sales team with a transformative training approach. Watch the full interview to learn about the results and insights gained from the journey, and see how focusing on confidence, curiosity, and courage reshapes their success.
Video, Blog
6 Frightful Sales Kickoff Mistakes to Avoid for a Winning Event
Don’t let your sales kickoff turn into a nightmare! Uncover the six most common mistakes that haunt these meetings and learn how to keep your sellers engaged and empowered for success.
Infographic
Solutions You Might Be Interested In
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Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
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Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
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Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
