Customized Richardson QuickSkills(TM) eLearning

CLIENT:

Business-to-business and retail product supplier

THE CHALLENGE:

Providing an effective sales training solution, that encompasses a core set of selling skills and learning platform, to a dispersed sales team in a timely manner

RICHARDSON SOLUTION:

Richardson developed a comprehensive Consultative Selling sales training strategy that supported the required business objectives, but also seamlessly blended the company’s new 3-step, organization-wide selling process with Richardson’s Consultative Selling framework throughout all delivery platforms. In addition to providing customized instructor-led sales training seminars to all Store Managers, Richardson also customized its eLearning courses, Richardson QuickSkills™ 5.0: Consultative Selling framework for all Store Associates, which resolved the additional challenges presented in the need to train an extremely large retail sales team, across a national footprint, at one time. The solution included:

For Store Associates:

  • Richardson QuickSkills™ 5.0 customized eLearning - Blending Richardson’s Consultative Selling framework with the current 3-step selling process already in place within the company to create a total sales training solution that included both the company’s internal processes and Richardson’s award-winning eLearning curriculum
  • Richardson QuickGuides - Customized exercises for Store Managers to facilitate with Store Associates as reinforcement of the eLearning courses

For Store Managers, Sales Managers, and District Managers:

  • A two-day, instructor-led Consultative Selling framework training seminar to provide an overview of the Consultative Selling framework and introduce participants to Richardson QuickSkills™ 5.0 and QuickGuides.  A Developmental Sales Coaching component was also included in this two-day program as a way to train on the facilitation skills needed to lead the QuickGuide sessions with Store Associates
  • A Train-the-Trainer certification was also created for facilitating future sessions of this program

For Directors of Sales, Field Directors, District Managers, and Market Managers:

  • A one-day, instructor-led Consultative Selling sales training seminar to provide an overview of the Consultative Selling skills and introduce participants to Richardson QuickSkills™ 5.0 and QuickGuides
  • A focus on Coaching-the-Coach to provide upper management with the coaching skills necessary to model the coaching skills, as well as to support the Store Managers during their coaching sessions with Store Associates.

THE RESULTS:

  • “I really enjoyed the past 2 days. The new selling model is refreshing and it feels like the missing pieces of the puzzle. I cannot wait to get started!”
  • “eLearning tool will be great support to this transition. Thanks!”
  • “This was a great experience and made a huge impact on me as a leader.”
  • “Very awesome job! Richardson hit a home run with this program!”