How Many B2B Sales Teams Lack Negotiation Skills?

Exploring the Results of a MindBrew PulsePoll on Negotiation Training for Sales Teams

Recently, we conducted a PulsePoll on the topic of negotiation training. Through this research, we wanted to understand the extent to which B2B sales teams were taking steps to develop and maintain these critical skills. As you review the results and read our observations, please keep in mind that our audience is skewed toward the leading edge of the best-practices spectrum. (In other words, these findings may paint a more optimistic picture of what's happening, relative to the general B2B environment.) Here's what you'll learn in this Research Brief:

• What proportion of B2B sales teams are receiving formal training in negotiation?
• What are the reported differences in negotiation skills and levels of competency?
• Why might some companies be blind to deficiencies in the area of negotiation?
• Is there an opportunity for significant improvement lurking behind the findings?