Ayaz Nanji says, “Salespeople say their biggest work challenge this year is spending too much time on administrative/non-selling activities, according to recent research from Richardson.

The report was based on data from a survey of 350 salespeople who work for companies in a wide range of B2B and B2C industries; 59% have annual quota goals of over $1 million.

Respondents were asked to list their biggest work challenges in 2017, including prospecting, negotiating, closing, and productivity issues.

The work challenge cited by the largest share of salespeople (49%) is spending too much time on non-sales activities.

Other productivity issues include finding the right marketing assets to support selling (17% cite it as a challenge) and spending enough time with prospects/clients (14%)”.

The Top Sales Challenges of 2017


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