Skip to main content
young professional woman in a yellow shirt against a teal background

A bit about us

Richardson is how leading sales organisations around the world are getting better results from their investment in sales training. For far too long, companies have had to deal with a big disconnect between their training and their real results in the field. We connect metrics to behaviours, training to outcomes and sellers to their best performance.

This is where it all began

The relationship between buyers and sellers has always been the lifeblood of every company, but it doesn't come without its challenges. For what seemed like forever, many salespeople jumped straight to selling products, without first stopping to learn what their prospects really needed. Customers rarely felt understood, and sales professionals never quite reached their full potential.

So in 1978, Linda Richardson, an English teacher-turned-management consultant, began teaching salespeople how to better relate to customers, listen more closely to their needs, ask better questions, and build trust. The approach worked, and Richardson eventually grew into a respected global brand. The company later joined forces with Sales Performance International and Doubledigit Sales, e4enable, and Challenger to bring even more process and rigor to sales organisations.

Today, Richardson has helped more than 900 global clients and over 3.5 million people increase performance by customising the training to their selling environment. We deliver more adaptable content, more useful technology, and more visible progress. It’s all about making training work in the real world that reps have to compete in every day.

Richardson's key differentiators

You'll see the difference in the effectiveness of our solutions because of our unique ability to prioritise the capabilities that will move the needle for your team, personalise the learning journey for each seller, and prove the solution's effectiveness and ROI using your real-time data.

Prioritisation
Instead of sifting through mountains of disconnected data points that don’t give you any context or insights into your biggest gaps or ways to fix them, you’ll get a clear picture of the most pressing, high-priority skill gaps that are impacting your results. Data is important but context is paramount.

Personalisation
Instead of generic, one-size-fits all learning events that generate buzz but don’t drive material change, you’ll get precise, long-term capability development at scale that is personalised and unique to each individual seller and focuses them on closing their gaps. Real change starts one seller at a time.

Proof
Instead of struggling to connect enablement and development efforts to results, you gain a clear and continuous line of sight into how your investments are directly impacting your most important business metrics and where your next move should be to sustain and build upon performance. Move from skepticism to evidence.

Beginnings

Richardson is founded by sales expert and New York Times best-selling author, Linda Richardson.

1978

Thought Leadership

The first of 15+ Richardson books on selling skills and strategies is published.

1984

Solution Selling®

Sales Performance International launches Solution Selling®

1985

Sales Management

Richardson launches suite of sales management offerings including Developmental Sales Coaching.

1996

Library Expansion

Sales Performance International launches expansion of the Solution Selling® library including 17 programmes.

2000

Going Global

Richardson's global presence expands with international offices in the UK & APAC.

2001

Online Learning

Sales Performance International launches online learning for more advanced learning support.

2006

Creation of Richardson Client Forum bringing together sales and learning leaders from around the globe.

2006

Translation

Sales Performance International's online learning becomes multilingual across 7 languages.

2008

SPI European Expansion

Sales Performance International Europe is created.

2010

Healthcare Training

Sales Performance International creates SPIHealth, a dedicated Life Sciences Practise.

2011

Curriculum Expansion

Our investment in a Curriculum expansion led to the creation of a suite of sales training programmes and new sales coaching content

1996

Solution Selling®

We launched Solution Selling launched to the market.

1988

Consultative Selling

We launched Consultative Selling to the market.

1978

Richardson Sales Performance acquires Canadian sales training company DoubleDigit Sales.

2022

Richardson acquires e4enable a sales enablement company with advanced technology that shows how seller behaviors impact business to guide revenue leaders on where to focus to maximize impact.

2024

Richardson partners with Numentum, a B2B sales training company specializing in social selling to allow their customers to benefit from a full set of selling capabilities needed to effectively capture the attention of today’s hyper-informed buyer.

2024

Richardson announces its acquisition of Challenger, known for their research-based selling approach. This strategic acquisition unites two of the most influential names in the sales performance industry, creating an unparalleled powerhouse poised to deliver innovative, high-impact solutions for sales organizations worldwide.

2024

Company History

Local Experience, Global Expertise

Transforming large international sales organisations requires an understanding of how to balance driving a consistent global approach with the flexibility needed to sell in local markets. Here at Richardson, we take time to understand each client’s global sales footprint, their unique structure, and the critical selling skills that are needed to succeed in each region. We are proud to have over 100 of the most experienced facilitators worldwide who have trained two million sellers, in 50 countries and over 23 languages.

richardson-sales-performance-global-locations.png

  • London Office

    Guildhall Yard, London EC2V 5AE

    +44 (0) 20 7917 1806

    Email

  • Brussels Office

    Elsinore Building, DaVincilaan 9, B-1930 Zaventem, Belgium

    +32 2 70 98 580

    Email

  • United States Office

    Two Commerce Square, 2001 Market Street, Suite 2850, Philadelphia, PA 19103

    215.940.9255

    Email

  • Australia, Asia, New Zealand Office

    38 Sydenham Road, Norwood, South Australia 5067

    +61 (0)8 8376 1667

    Email

  • Shanghai Office

    Room 1707, Oriental Century Mansion, No. 345 Xian Xia Road, Changning district, Shanghai

    +86 21 32577032

    Email