Driving Results for Clients
After four decades of business, we are still leading our industry because the quality and customisation of our sales team training drives our customers’ success 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 head out in new directions.
Participants in Richardson Sales Performance’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 Performance sales team training see, on average a 24% improvement in skill proficiency.
Richardson Sales Performance training grows client revenue between 5-12% on average depending on the industry.
Learn how Richardson Sales Performance trained account executives at OUTFRONT Media to engage their buyers using client-focused dialogues that lead to a 20% increase in close rate and a 10% increase in revenue.
Richardson Sales Performance 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.
Maersk Line Achieves 350% Increase in ROI in 11 Months after Transforming their Sales Process
Maersk Line needed to fundamentally change the selling behavior of 2,000 reps from commodity and price-based to value-based solution selling to allow them to secure a premium over the competition and fuel organic growth.
Richardson Sales Performance partnered with their Sales Excellence & Learning and Development teams to design, rollout, and implement a sales training curriculum that focused on structured preparation, understanding customer’s pain points, identifying and engaging with more senior-level stakeholders, and presenting a differentiated value proposition.
Kaufman Increases Sales 12% in First Month Post-training
After a period of strong growth the global network of insurance companies within the Kaufman Group needed a new a sales approach to combat increasing competition through a cohesive client focus.
Kaufman partnered with Richardson Sales Performance to align the training with the company’s recognized KPIs. Through customized Kaufman-centric content, Richardson Sales Performance built an approach that prepared sales professionals to learn while providing them with best practices and measurement tools to ensure sustained results.
IBM Implements Solution Selling Methodology Resulting in Pipeline Accuracy & Sales Increase of $1 Billion
The sales organization at IBM was consistently missing sales and forecasting targets. Sales managers lacked a clear objective way of helping sales professionals qualify opportunities in the pipeline using the correct values such as probability to win, time to close and value.
We partnered with IBM to teach sales professionals how to accurately assign sales opportunities with the right values, consistently qualify which deals were most relevant to focus on, and ensure sales managers can help sales professionals how to identify gaps in the pipeline and actions to close gaps.
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 Sales Performance 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!
Microsoft Moves from 'Product-Centric' to 'Customer-Centric' Selling
Microsoft was looking to help their account managers better understand the business, situations, pains, and needs of different customer and stakeholder types. They wanted to equip them to lead better conversations and move the buying process forward.
We partnered with Microsoft to implement a global Solution Selling training program for over 10,000 Microsoft sellers, marketers, and partners to address customers' pains and priorities and how better prepare for customer meetings.
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 Sales Performance 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 Sales Performance 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 Sales Performance 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 Sales Performance 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!
Increasing Gross Margins at Coyote Logistics through a Consultative Selling Approach
Coyote Logistics needed to move beyond serving immediate customer needs to delivering sustainable solutions, and shift their selling focus from price to value.
Coyote collaborated with Richardson Sales Performance to implement a long-term training curriculum and sustainment plan for their entire sales team.
Prework was user friendly and convenient. I liked the ability to put in 20-minutes per day (via phone or computer) and how I could see the progress I was making in real time. The prework can be leveraged prior to the official training. I've been using several of the tips and tricks" already.