Richardson's 2018 Sales Challenges Research Study received over 350 responses to uncover the challenges faced by sales managers in the upcoming year. The research reveals sales problems and solutions and insights to overcome these obstacles.

1. 2018 UNDERSTANDING SELLING
CHALLENGES RESEARCH STUDY

2. Richardson’s annual research study of sales professionals and sales
leaders across industries offers ground-level insights into changes within
the sales environment. Each year, we collect hundreds of responses to
understand current challenges in selling.
MORETHAN
530
RESPONSES
RECEIVED
58%CARRYOVER $1
MILLION IN
QUOTA
56%>$500 MILLION IN
COMPANY SIZE

3. WHATWILL BETHE BIGGEST CHALLENGE INYOUR
PROSPECTING EFFORTS?
16% OF RESPONDENTS SAID
CREATING A TARGETED
PROSPECTING STRATEGY
14% OF RESPONDENTS SAID
GETTING TO THE RIGHT
STAKEHOLDER
11% OF RESPONDENTS SAID
IDENTIFYING TRIGGERS/SALES
SIGNALS THAT INDICATE ISSUES
THAT YOU CAN RESOLVE

4. WHAT DOYOU FEELWILL BETHE BIGGEST CHALLENGE
IN UNCOVERING AND EXPLORING CUSTOMER NEEDS?
22% OF
RESPONDENT
S SAID
UNCOVERING
COMPLETE
INFORMATIO
N REGARDING
THE
DECISION-
MAKING
PROCESS
20% OF
RESPONDENTS
SAID CREATING
VALUE AND
INSIGHT DURING
THE
CONVERSATION
WITH THE
CUSTOMER
19% OF
RESPONDENTS
SAID
OVERCOMING
BUYER’S
MISPERCEPTION
S OF WHAT THEY
NEED

5. 5
WHICH OFTHE FOLLOWING DOYOU BELIEVEWILL
BEYOURTOUGHEST NEGOTIATION CHALLENGE?
19% OF
RESPONDENTS
SAID GAINING
HIGHER PRICES
15% OF
RESPONDENTS
SAID
MAINTAINING
CONTROL
THROUGHOUT
THE
NEGOTIATION
PROCESS
13% OF
RESPONDENTS
SAID CLOSING
WIN-WIN DEALS

6. 6
WHAT ISTHE BIGGEST CHALLENGEYOUTHINKYOUR
BUYERS FACEWHEN MAKING A PURCHASING DECISION?
28% OF
RESPONDENTS
SAID
COMBATING
THE STATUS
QUO
26% OF
RESPONDENTS
SAID
COMPARING
THEIR OPTIONS
16% OF
RESPONDENTS
SAID BUILDING
INTERNAL
CONSENSUS
16% OF
RESPONDENTS
SAID SECURING
BUDGET

7. 7
WHATWILL BETHE MOST DIFFICULTTO DEALWITH IN
TERMS OF MANAGING ACCOUNTS AND EXPANDING
RELATIONSHIPS?
19% OF RESPONDENTS SAID
BALANCING SALES AND
RELATIONSHIP
MANAGEMENT
15% OF RESPONDENTS SAID
BECOMING A TRUSTED
ADVISOR
13% OF RESPONDENTS SAID
FINDING WAYS TO ADD
RELEVANT VALUE FOR
VARIOUS STAKEHOLDERS

8. 8
WHAT DOYOUTHINK WILL BEYOUR MOSTVALUABLE
SELLING SKILL IN 2018?
16% OF
RESPONDENTS
SAID
DELIVERING A
COMPELLING
VALUE PROP
18% OF
RESPONDENTS SAID
ASKING INSIGHTFUL
QUESTIONS TO
UNDERSTAND
CUSTOMER NEEDS
12% OF
RESPONDENTS
SAID BEING
WELL
PREPARED
12% OF
RESPONDENTS SAID
POSISTIONING
INSIGHTS THAT
SHAPE CUSTOMER
THINKING

9. 9
2018 SELLING CHALLENGES SUMMARY
More than half of buying decisions are made before even
the first conversation with the sales professional’s
contact.
Simply put: the buyer is more informed than ever before.

10. About Richardson
Richardson is a global sales training and performance improvement company focused on
helping you drive revenue and grow long-term customer relationships. Our market proven
sales and coaching methodology, combined with our active learning approach, ensures that
your sales teams learn, master, and apply new behaviors when and where they matter most
— in front of the buyer. Get to know us and learn about how we help drive the world’s most
inspiring sales organizations to their next level of excellence.
www.Richardson.com
info@Richardson.com
http://blogs.richardson.com/
LET’S GET IN TOUCH
US: +1-215-940-9255
EMEA: +44 (0) 20 7917 1806
APAC: +61 (0) 8 8376 1667

11. THANK
YOU