Richardson Sales Enablement Blog

Discover the impact of turning everyday conversations with your sales team into sales coaching conversations. Drive performance & give yourself more time.

New infographic summarizes research into what sales professionals want from a sales academy. Improve the effectiveness of your training with these insights.

A sales academy is a structured system put in place by a company for developing its sales team. Research from Richardson and Training Industry revels what sales professionals really want from a sales academy.

Join Richardson for a complimentary webinar, Winning Complex Sales With an Intentional Strategy, on October 29th at 11:00 a.m. EST and hear why sales professionals must not only engage in customer-centric activities that add real value, but they must also navigate and anticipate the constant changes taking place for their buyers and help lead them through the buying process.

Training Industry & Richardson surveyed more than 360 sales professionals to understand what they value in a Sales Academy. Here is what we learned.

Research shows that cynicism among buyers runs high. In fact, it runs so high that most buyers walk away from transactions that would benefit them. As one set of researchers concluded, “buyers’ disbelief was costly.”

The most effective sales professionals do more than follow the buyer’s journey — they incite it.

The buying journey is a long and customers need more than a map, they need a guide. Sales teams need a strategy for leading customers through the buying journey. The answer is better planning that address every outcome.

Sales enablement professionals ensure that the right training, content, and tools get to sales professionals so that they can be effective.

Here, we demystify the mechanics of a sales strategy. We provide an overview of these six levers in no particular order. We look at how they work and what they mean. By understanding each, a company can develop its sales strategy with an informed approach.