Expertise in Coaching
Richardson is a recognized leader in the field of sales coaching. Our founder, Linda Richardson, has published a best-selling 2nd edition and Silver Medal Sales Book Award (SBA) winner on sales coaching: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach.
Because Sales Managers are in the best position in the sales organization to increase the performance of sales teams, coaching is an integral part of Richardson’s three-part Sales Performance System. In the Readiness Phase, we engage your senior leaders and managers to gain their direction and support. In the Development Phase, Managers participate in a coaching program customized to their coaching priorities. And in the Sustainment Phase, Managers use the coaching process and tools to increase the sales performance of their team members and achieve results. Our coaching methodology and tools embed the sales process and skills into everyday practice to increase performance and achieve results.
Our coaching methodology provides your Managers with a practical dual coaching strategy, which combines a scheduled coaching session with “in-the-action coaching,” in which Managers use their normal activities and interactions with their team members as opportunities to coach.