Improving Direct and Cross-selling Opportunities

CLIENT:

 

Computer Manufacturer and Retailer

 

THE CHALLENGE:

 

Improve direct sales for multiple divisions, increase close ratios, cross-selling, and profit ratios.

 

RICHARDSON SOLUTION:

 

Richardson developed a fully customized curriculum ranging from Consultative Teleselling to Exceptional Customer Care.

 

THE RESULTS:

 

• An internal level four evaluation on training effectiveness created by the client indicated that every dollar spent on Richardson training returned $321 in revenue. 

 

• A recent internal evaluation found that, after participating in Richardson sales training, there was an increase in average weekly margins of 10%. The client reported that this translated into $5 million in overall margin increases. The Head of Global Sales Training credits the Richardson training as being instrumental to their success in this measure.

 

• The client's Training Director has engaged Richardson instructors to listen and critique conversations, and credits us with shortening call sales cycles from seven to four minutes.