Biggest Sales Challenges for 2015

Biggest Sales Challenges for 2015

A recent survey from the sales training and coaching consultants at Richardson points out some interesting results for the top sales challenges for 2015. The study is based on 370 responses from sales reps, sales professionals and sales leaders, mainly from B2B industries. Gaining appointments with leads and potential buyers is respondents’ top prospecting challenge in 2015; the second being identification of potentially solvable triggers/sales signals. The third is creating a targeted prospecting strategy.   Gaining appointments in a highly competitive landscape where buyers have much more control is a major challenge for all of us. Generating leads, and especially qualifying them, is — from a sales perspective— one of the main marketing challenges today. It becomes even more challenging when you actually get to encounter a potential buyer, and you have that one opportunity to create value and insight during the sales conversation.   What actually will bring the real insights is real data which uncovers what sales conversations are actually based on. And if they’re done right, as we talk about here, those conversations are based on clients’ needs.  This is where new sales technology enables new opportunities to actually know what happens during sales conversations—which then provides the basis for improvements for both sales and marketing, and eventually individual sales reps. In frequent conversations with sales management, we get clear indications about this need for real-time sales meeting data. For example,  even when a CRM is used correctly, there are glitches in the information that managers receive. Even with the strongest, most responsible sales reps, there’s usually a gap in understanding what’s happening out there in the...

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