Richardson - The Power to sell

Sales Training Customization Process

Richardson’s customization process embeds your unique strengths and best practices across your entire sales team. We recognize that every organization has its own unique fingerprint and that a "one size fits all approach" to sales training will not drive true behavior change. Our proprietary five stage process allows us to efficiently gain a deep understanding of your business, core differentiators, objectives, and culture to design a sales training curriculum that is relevant and ensures real-life application and focus on your priorities. 

Click on a tab below to learn more about each phase of Richardson's customization process. If you have additional questions regarding Richardson, or would like to set up a complimentary consultation with a Richardson consultant, please email us today by clicking here.

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We begin our customization process with the Kickoff Phase:

Here we introduce you to the project team, including the Senior Design Consultant (and Project Manager and Lead Trainer if applicable).

We work with you to craft a detailed project plan that outlines key milestones, timelines, deliverables, and responsibilities.

And finally, we create a communications plan between our two teams that meets your needs and ensures we can execute against the plan.

In the Interview phase, we speak with senior leadership and key stakeholders.  We can do these interviews over the phone (or face to face if you prefer).  The interviews typically take 45 minutes to 1 hour. 

The goal is for us to gain insight into some key areas: current and future business strategies driving this initiative, key organizational information (such as target markets, product focus, sales and coaching situations, culture), background on the audiences (such as business background, tenure, exposure to other training), and most importantly sales (nego, coaching, etc) challenges to be addressed and strengths to be leveraged.

During the Review Stage, critical information and documentation relevant to the initiative is reviewed with you.

For example, if there are tools (such as planners) that your team is using and that are working well, we will want to integrate them into the training.

If you have job profiles and competencies crafted that you would like to include, we would review them here as well.

Additionally,  any other training materials or documentation necessary to integrate, we would review and ensure they are worked into the overall design plan.

We take all of the information we learned in the Interview and Review phases and coalesce that information into one Blueprint document.

It’s important to note here that we will not take another step until you have reviewed, given feedback and approved the document to ensure we are in lockstep to meet your needs.

The Blueprint document serves two main purposes.  First, its serves as a validation point.  We will capture everything we learned and validate that information with you to ensure we heard you correctly.  Second, it provides detailed design recommendations matched to the challenges and opportunities we learned.  The design recommendations will include information on pre-work, specific program objectives and content outlines (including detail down to the types of activities participants will experience in the classroom) and post-work and reinforcement…all mapped to your organization’s needs.

Because we have over 200 modules of Library content in sales (negotiations, cross-selling, managing objections, coaching, etc.), we are not only able to customize quickly, but we are also able to provide you with  proven, effective models, tips, techniques and best practices that will give you the behavior change and the results you desire.

Because we have over 200 modules of Library content in sales (negotiations, cross-selling, managing objections, coaching, etc.), we are not only able to customize quickly, but we are also able to provide you with  proven, effective models, tips, techniques and best practices that will give you the behavior change and the results you desire.

We customize on 3 levels:

The first level -  is in choosing the content and modules for each program.  In the blueprint phase, we list out each module and activity for your review.  Those modules are selected from our vast library and chosen to meet your team’s specific needs.  For example, in a sales program, one group may need specific help with price negotiations while another needs help with positioning against the competition.  The flow and content will reflect those needs.

The second level - is that every single page in the participant workbook is customized to that audience.  So for example, we have a best practice model for asking questions to uncover client needs.  That model is our standard and has been tested, but we will customize it to your business by adding in questioning categories that you need or sample questions for your team.

The third level - of customization is the role plays and activities.  All role plays are written from the ground up and are based on your business and needs.  We achieve this by interviewing top performers and using their success stories as the basis for the role plays.  We ensure that they are relevant, challenging, and applicable.  By practicing on their own real life scenarios, participants not only get “what’s in it for them” but their familiarity with the situations allows them to really practice honing their skills and immediately apply what they have learned. 

While crafting these materials, we continuously check in for feedback to ensure we are tracking every step of the way.  We ask your top performers to give us feedback on the role plays so we are sure they not only reflect real life, but that they also use the tone, vernacular, and the language that your teams are accustomed to hearing each and every day.

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