Case Study: Leading Software Manufacturer

CLIENT:

Computer Manufacturer and Retailer

THE CHALLENGE:

Improve direct sales for multiple divisions, increase close ratios, cross-selling, and profit ratios.

RICHARDSON SOLUTION:

Richardson developed a fully customized curriculum ranging from Consultative Teleselling to Exceptional Customer Care.

THE RESULTS:

An internal level four evaluation on training effectiveness created by the client indicated that every dollar spent on Richardson training returned $321 in revenue.

A recent internal evaluation found that, after participating in Richardson sales training, there was an increase in average weekly margins of 10%. The client reported that this translated into $5 million in overall margin increases. The Head of Global Sales Training credits the Richardson training as being instrumental to their success in this measure. 

The client's Training Director has engaged Richardson instructors to listen and critique conversations, and credits us with shortening call sales cycles from seven to four minutes.

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