Find Out the Biggest Sales Challenges For SMB in 2016

By David Baars, Marketing Manager at PipelineDeals

PipelineDeals releases SMB outlook survey for 2016. Find out the top three SMB sales technology insights to foster customer relationships and achieve goals.


What are the biggest sales challenges that small and medium sized businesses are expecting in 2016? We surveyed industry experts, sales professionals, and business owners what they were expecting for the new year, and their insights were insightful about the outlook for the SMB in 2016.

Three key findings stood out as crucial factors that will drive SMB sales and business success in 2016.

1. The Right Sales Technology = Significant Business Value

2. Solutions should start, build and grow business opportunities

3. Easy-to-implement, easy-to-use comprehensive sales technology is a must in the SMB

1. The Right Sales Technology = Significant Business Value

The right sales technology is critical to delivering the ROI to meet your business’s goals. Almost three-quarters of responding companies expect to grow revenue by at least 15% this year, with 26% planning on an impressive 50% revenue growth or higher.

To make these lofty goals a reality, nearly 43% of SMBs are investing in sales people and technology in 2016. In fact, there was a clear correlation between companies investing in their people, and expectations of increased revenue growth. More than 65% of companies see moderate to very high revenue impact from investments in key sales technology, validating the importance of getting the right tool in the hands of your people to build strong relationships.

The key areas that sales technology impacted SMB the most were in:

  • Increasing active selling time (44 percent)
  • Actual-to-plan performance (42 percent)
  • Increasing number of opportunities (35 percent)  

2. Solutions should start, build and grow business opportunities

Given the fast-paced nature of SMBs and the multiple moving parts in business, sales technology is a key factor to start, build and grow business opportunities. Two of the greatest challenges that companies highlighted for 2016 was quality leads and closeable opportunities. Indeed, these two challenges go hand-in-hand, and tie closely with respondents number one priority in the new year of improved sales performance, management and reporting. The right sales technology can address all these challenges and expectation in a cost-effective way.

3. Easy-to-implement, easy-to-use comprehensive sales technology is a must in the SMB

Interestingly, sales training came in as the lowest investment priority for SMBs, with less than 30% of companies that responding indicating that this was a key focus. The lack of focus on training will put more pressure on technology to deliver sales productivity gains. On key element to look for in sales technology must be ease of setup, ability to integrate, manage and report on deals.


If your business is looking to increase revenue growth in the new year and accelerate your relationship growth, check out PipelineDeals. Click here to start a free 14 day trial.