Client Issues We Have Addressed
for use on www.richardson.com:
Client Industry: Financial Services
Client Need/Business Issue: Achieving Trusted Advisor Status
Richardson Solution Overview:
This risk management firm wanted to transform the perception of its Account Executives to Trusted Advisors in the eyes of its clients. To support this repositioning, the company developed a new sales process for managing strategic accounts and opportunities.
Richardson provided a four-day sales clinic so Account Executives could learn and apply the new sales process to real life opportunities and analyze the full potential of accounts. To help Sales Managers more effectively coach the Account Executives, all Sales Managers used Richardson QuickSkills™ elearning to learn a consistent developmental sales coaching process. The Sales Managers then completed a Richardson SkillGuage™ diagnostic to identify skill gaps. This critical information was then leveraged when the Sales Managers participated in a series of one-on-one telephone coaching sessions through Richardson's StartCoaching!™ program.
As a result of the training, the Account Executives developed the skills necessary to successfully uptier to higher level contacts within existing customers, engage in strategic dialogues, sell broader solutions, and ultimately earn the coveted role of Trusted Advisor.
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