The American Association of Inside Sales Professionals (AA-ISP) and InsideSales.com completed its fifth consecutive Top Challenges research in Q1-2 of 2016.
This research included over 500 completed assessments to questions ranging from demographics, to
specific issues and challenges, to how leaders addressed their top challenges. In addition to leaders,
individual contributors across all types of businesses and selling models were asked to rank their most
pressing challenges. The frontline results mirrored some of the very same challenges which surfaced via the leadership side of the study. For 2016, other questions around communication and customer
purchasing habits were added to round out the study.