After four decades of business, we are still leading our industry because the quality and customization of our sales team training delivers results time and again. Our customers’ stories don’t end when they reach their sales goals. For us, success comes when they push beyond the expected, using the skills we’ve helped them master to transform business, lead markets, uncover new opportunities, and strike out in new directions. Explore some of the sales training case studies below to learn more how about our customized solutions drive outstanding sales training results.
Participants in Richardson’s sales team training see, on average, a 35% increase in knowledge proficiency through the use of our knowledge mastery tool.
Participants in Richardson sales team training see, on average a 24% improvement in skill proficiency.
Richardson training grows client revenue between 5-12% on average depending on the industry.
With shifting customer conversations and a maturing industry that has led to increased competition, iProspect was looking to be more proactive with their customers by truly understanding their business challenges and providing solutions to add more value.
Richardson implemented a blended training program for the new Client Service Leadership team at iProspect that was agile, scalable, and highly relevant with its customized design. It was implemented to equip the team with process, strategy and consultative capabilities.
Definitely the best management training I've experienced in media. Really appreciate the opportunity to grow my skill set and bring more value to iProspect as a result!
Cargill Sellers Attribute 30% Revenue Increase to Sales Effectiveness Program
Cargill's sales team needed to enhance the customer experience and evolve sales practices from demand fulfillment to demand creation. The organization required a global solution that would ensure the company maintained its number one position, expand its market, grow shares of business in key accounts, and increase margins to drive profitability.
Richardson worked with Cargill to customize a curriculum to train salespeople to effectively engage, sell, serve, and retain customers, as well as train sales managers to coach and train sales leaders to lead organizations.
I was prepared, knew my customer, planned his possible objections beforehand, and eliminated any reasons to say no. Your training sessions are remarkably tailored to exactly what I face in my career.
Driving 10 Consecutive Quarters of Growth at Waters
Learn how Waters increased revenue by improving the way their sales teams engaged with their buyers with an insights-based selling strategy.
Across 120 locations globally and in 9 different languages, the Richardson team built skills to help Waters differentiate themselves from their competition, create value for a diverse group of decision makers, and ultimately win more business.
The business impact that we are starting to see after Richardson training is that we have account managers who can now address additional markets. And for us, this a good success because we really want to take market share in new markets.
Alex Tisserand, Managing Director, Sales Enablement, Waters
Ferguson Develops Sales Managers to Achieve Revenue Growth Ahead of Market
Drive growth faster than the competition by targeting above-market share growth attained through superior customer service to gain a greater share of customers’ business.
To directly improve the performance of their sales professionals and business results, Ferguson and Richardson implemented a program that developed sales managers to coach on change and follow a consistent sales management process to create higher performing sales teams.
Our managers came back from last week’s meeting engaged, enthusiastic and energized. They immediately hit the ground running. I have already witnessed them using the coaching skills with our sales force, especially asking questions rather than telling behavior. With continued focus and effort on our part, this will make a big difference.
Tyson Foods, a multinational, protein-focused food company experienced growth through natural business expansion and acquisitions. This growth led to inconsistent selling methods across the organization. Sales leaders realized they needed a common selling framework and a common language to equip the team to communicate with one another more effectively.
Richardson implemented a blended learning sales training solution for approximately 1,000 of Tyson's sales professionals to help the Tyson team improve customer interactions, internal collaboration, and leverage data to help the sales team grow into their customer's white space.
The sales team is happy to engage in training because they’re seeing the results that come with consultative selling practices. They are not doing it just to check the box. They’re doing it because it works!
Leadership at OUTFRONT Media recognized that their Account Executives needed a better way to approach buyers who have new expectations in a world of competing digital solutions that leverage ROI and data rationale.
Richardson trained Account Executives at OUTFRONT Media to improve their questioning strategy to better explore the details behind the customer’s needs. Sales Managers participated training to build a skill set to coach sales professionals to develop transferable skills, gain commitment to specific actions, hold people accountable for their commitments, and use data and observations to influence thinking.
We learned that you don’t lead with what we sell, you lead to what we sell.