What are inside sales teams and managers whining about these days?

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I found the newly released 2013 Inside Sales Top Challenges nationwide survey very interesting, especially because  it surveyed both the managers and individual contributors — about 850 of them — about their five biggest challenges. And guess what? Their answers reflect what I wrote in my upcoming book, Smart Sales Manager. Perfect timing!

Here’s a snapshot of their answers:

Top 5 Challenges Facing Inside Sales Leaders

  1. Recruiting and finding top talent
  2. Skills development, training, or coaching
  3. Tools and technologies
  4. Lead quantity and quality
  5. Rewards and recognition

Top 5 Challenges Facing Individual Contributors

  1. Lead quantity and quality
  2. Career aAdvancement
  3. “Red tape” procedures
  4. Training, development, and coaching
  5. Rewards and Recognition
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