In our article, Characteristics of a World-class Onboarding Program you will learn about the right kind of onboarding programs that will help sales professionals become more productive in less time and contribute more to your company throughout their careers.
Richardson partnered with Training Industry, Inc. to produce a new research study that analyzes best practices in the design and delivery of sales training solutions. Learn more about some of the emerging trends in sales training.
In this white paper, Richardson will share some tips on how to shape and create opportunities to avoid marketplace commoditization and clearly provide value in your sales dialogues.
Based on Richardson’s more than thirty years of experience and research, we believe that effective behavior change occurs in three phases: planning, development, and sustainment. Please download this article which will review this 3-phased approach that will help drive improved training ROI.
As 2015 came to a close, Richardson conducted a survey with field sales reps, senior sales professionals, and sales leaders to gauge what they felt would be their biggest challenges faced during 2016.
In Richardson's new eBook, A Guide to Measuring Sales Training Effectiveness, we provide a guide that will help sales managers build a proper measurement strategy and sequence.
This new ebook is written by Richardson’s senior training consultant, Michael Dalis. It highlights some of the major themes Richardson is seeing in sales in the financial services sector and how winning financial services organizations are adapting their sales approach for this new environment. The E-book covers, major change themes, 3 secrets to sales success, and presents a client success story.
This comprehensive technology industry brief takes a closer look a how a combination of the right sales activities and dialogues applied throughout the customer lifecycle can deliver a vital competitive advantage in a SaaS market where firms are under constant pressure to stay ahead of the competition.
Selling insurance is always a complex and competitive business and in the last few years has gotten significantly more so. In Richardson's Insurance Industry brief, we provide you with five ways to develop the sales skills that will drive success in your organization.
We recently partnered with the Aberdeen Group to gain access to their newest research that looks at how adding real-deal coaching elements to training activities achieves better business results and shrinks the sales cycle window.
Selling with Insights is a conversational approach to sales and it has many advantages over presenting a canned commercial teaching. Download our new article to learn some critcal tips on how to position value and insights during the sales dialogue.
Unfortunately, when sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. The sales manager has a crucial role to play before, during and after training.
This article will show how a sales manager’s active involvement in sales training increases the likelihood of salespeople initiating, engaging, and sustaining new selling behaviors over time.