Study: Sales People Feel Unprepared For Critical Conversations

A new Corporate Visions study reveals a disconnect between where sales people feel pressure and how well their companies prepare them for critical sales conversations.

Sales reps feel “grossly unprepared” when it comes to interactions regarding justifying the investment and negotiations, according to Tim Riesterer, chief strategy and marketing officer for Corporate Visions.

The study, which surveyed more than 700 B2B marketers and sales people, found that demonstrating financial justification (26%) was the area that caused the most tension during conversations with prospective buyers. This is followed closely by purchasing negotiations (25%) and executive conversations (24%).  

Sales teams also noted that they feel prepared in other areas that they do not feel are as critical. Almost one third (63%) of respondents felt prepared to deliver product presentations, but only 13% valued that capability the most. More than half (54%) feel confident in achieving successful competitive differentiation, but only 14% ranked that as a valuable skill.

“In order to be truly successful, companies need to provide their reps with the right messaging, tools and training skills so they can move prospects off the status quo, have effective executive-level conversations, provide financial justification for what they’re selling and negotiate a price that ensures maximum investment,” Riesterer noted.

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