// Research

B2B Sales Challenges

Pipeline growth is a necessary step for revenue creation. However, a healthy pipeline doesn't always translate to performance.

To find out which capabilities lead to stronger results, we surveyed 252 sales managers, leaders, and enablement professionals. Their responses revealed that many sales organizations are falling short in the execution and discipline necessary to convert pipeline to growth.

Our findings examine the top challenges of today's sales orgs and the connections between performance and priorities.

This report explores the current challenge landscape in sales, what leaders are prioritizing, and the capability shifts required to succeed in a difficult sales environment.

You’ll also get insights into how to adjust your team's enablement focus, including:

Four performance profiles that identify risks and opportunities for organizations
Where organizations can strengthen execution in the face of external pressure
The disciplines that matter most for pipeline conversion
How leaders can and should respond to these challenges

Fill out the form to download the report.

Managing a sales team is one of the most important, but challenging, roles in any company. In addition to the findings in this study, our previous research found:

Top-Performing Sellers are 83% more likely to report having an extremely or very effective manager
Sellers with less than 5 years' experience are 240% more likely to be a Top-Performing Seller when they have an effective manager

Sales managers have the potential to unlock and sustain performance on their teams, but many lack the skills to do this properly.

RAIN Sales Management and Coaching gives your leaders the skills to support their sellers, exceed sales targets, and coach for top performance.

Learn more about our sales management solutions. east

Teach your sellers the ins and outs of sales prospecting and how to incorporate it into their regular sales activities with RAIN Sales Prospecting.

Based on our research, this program gives your sales team a proven process for generating meetings and filling the pipeline with qualified prospects.

Learning modules include:

Building an Attraction Campaign
Analyzing Your Numbers and Prospecting Research
Prospecting with LinkedIn and Social Media
Setting Appointments with Emails and Referrals
And more

Learn more about RAIN Sales Prospecting. east

// Research

B2B Sales Challenges

Sales orgs are struggling to convert pipeline. Here's why.

Report: How Leaders Are Strategizing for Growth in 2026

Key Findings in This Report

Your Managers Should Be Results-Drivers

Plan Your Next Enablement Initiative

Contact Us