We evaluate the impact of our training one client at a time. Richardson helps you to understand the abilities and weaknesses within your sales organizations – both people and processes – so we can help deliver results aligned with your business strategy and market promise. Our training solutions incorporate verifiable outcomes that provide visibility into the sales process and can set the stage for conversations and coaching between first line sales managers and their sales professionals. The impact of the training and changes in behavior can be measured in adoption rates. Specifically, the frequency of association of a verifiable outcome with a sales opportunity in the pipeline equals adoption.
From a business impact perspective, we identify no more than 6-10 leading progress indicators in a sales process for any organization. If we can track the frequency of application of the leading indicators, success rates (wins) from each indicator to close, and velocity of movement between each indicator, we can demonstrate behavior change and sales performance improvement over time.
From a Kirkpatrick Level 3 measurement perspective, we assess a larger number of sales or sales coaching behaviors prior to any learning initiative and again 9-12 months after the initiative with our Diagnostic tools.This adaptive assessment technology allows us to isolate real behavior change at Kirkpatrick’s Level 3.