Client Issues We Have Addressed
for use on www.richardson.com:
Client Industry: Manufacturing
Client Need/Business Issue: Developing a Globally Adaptable Sales Process
Richardson Solution Overview:
With a presence in over 70 countries, this world leading manufacturer for the process industry wanted to mirror and complement the consistent skills, processes, and communication styles of its diverse global clientele. Richardson’s four-step certification process included classroom sessions on topics such as Consultative Selling, Interpersonal Skills, Time Management, Consultative Negotiations, Presentations, as well as product training for the client’s four levels of Sales Professionals.
Richardson utilized its Richardson QuickSkills™ eLearning to enable qualified Sales Professionals to test out of certain programs by acknowledging existing skill levels. In addition, all Sales Managers participated in a Developmental Sales Coaching classroom session to provide the tools to effectively lead their team in embracing this global sales process.
As a result, participants positively changed behavior by successfully adapting to cultural differences with each region or industry, and were provided a reinforcement process that strengthened and supported the skills learned in class.
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