Over the past 40 years, Richardson has built customised, corporate sales training solutions for the world’s most admired global companies. Our highly customised approach allows us to gain deep access into each industry’s unique market drivers and selling challenges. We’ve interviewed thousands of high-performing sales leaders and sales professionals and consistently incorporate relevant industry learnings across our customer base.
Learn about some of the key industries we serve and discover how Richardson will help your organisation increase its market share.
Financial services organisations need to transform their business models, performance objectives, and incentives as a strategy to gain a sustainable, long-term approach to value creation and rebuild consumer confidence. At Richardson, we create sales training and performance improvement solutions that enable better customer interactions and increase market share.
Research shows that more than two-thirds of financial services leaders think they are at risk of losing business to FinTech companies. To overcome this challenge retail banks must access the full potential of their service professionals. This group is uniquely positioned to render a dimensional picture of the customer’s needs to outpace "context-blind" fintech data. Richardson's retail banking training programmes help participants deliver unexpected value for customers by building a new mindset in which exceptional customer service involves positioning additional solutions.
The insurance industry is in flux. Rapid changes in demographics, disruptive technology advances, over-regulation, and the entrance of financial services companies into the market are presenting significant risks and opportunities for growth throughout the industry. Richardson helps insurance sales teams develop a customer-focused strategy that differentiates providers from the competition.
Nowhere is change more visible and more rapid than in the technology industry. The diversity of players encompasses established firms and newly emerging startups, niche players and comprehensive solution providers, as well as both software developers and hardware manufacturers. Richardson helps technology firms take proactive steps to adapt to industry shifts, building sales teams that thrive over the long term and increase revenue.
Pharmaceutical and medical sellers today are more driven than ever to close the sale with aggressive outreach efforts and repeated contact with the customer. Despite this bold approach, winning the sale has become more difficult because physicians are distancing themselves from salespeople. At Richardson, we help sellers in the pharmaceutical and medical sales fields widen their prospect base and connect with more key influencers in the industry.
The Media and Advertising industry represents some of the biggest challenges in selling today. The scale and complexity of most sales require a dialogue covering nuanced ROI measurements, varied channels, and changing target demographics. Richardson's sales training programmes teach sellers to overcome these challenges by employing a consultative approach. Consultative Selling works within this industry because it offers sellers a way to navigate complexities unseen in other businesses. Every sale is different, but the way to get there is the same. A dialogue-driven process offers the customisation that the customer needs.
Investing in a retail sales training programme will build a competitive advantage for your retail operation over online vendors. Retail companies investing more in sales training programmes achieve greater profits than competitors. Unfortunately, many are cutting costs in retail selling skills training. Some retail stores have gone even further. They have chosen to fire experienced sales professionals who command higher pay. Retail sales training programmes show professionals how to deliver a better customer service experience. Often, customers are in a store because they seek solutions from a professional. Therefore, the professional must be prepared to serve customers by first understanding their needs.
Sales channels today operate at breakneck speed. Rushed shoppers want instant gratification and value. To meet these demands, retailers have entered an analytics arms race in which competitors seek to distil insights from constantly flowing data. This environment has left many consumer packaged goods (CPG) businesses wondering how their roles will develop in response to these trends. Our CPG sales training programmes identify the unique challenges facing CPG sales clients’ businesses and customise solutions for overcoming them.
Manufacturing and industrial companies have done a good job improving efficiencies and cutting costs to better the bottom line. But, it’s top line growth that raises the bar. The simple solution is to sell more to more customers. Yet, few manufacturing companies have invested in the kind of consultative sales training that changes the conversation and reframes opportunities. This is where Richardson can help by training manufacturing industry sales professionals in effective ways to connect and collaborate.
The healthcare industry is a complex network of intersecting roads. Finding the path to the sale is difficult. Much of this challenge stems from a broad transition to value-based care systems. This new framework incentivises providers to seek more efficient treatments for patients. A move from volume to value, however, puts greater pressure on healthcare providers to manage costs. This trend threatens to pit sales people against one another in a race to the lowest price.
Investing in your sales team has never been more important to the professional services sales process. According to recent research by CSO Insights, a critical indicator in how well professional services’ sales organizations perform is investment in sales and business development training. Let Richardson help you improve your sales team results. Our comprehensive and customised sales training and business development solutions for professional services organisations help build sales skills, change behaviours, and drive business outcomes.
Improve Your Team’s Performance With Corporate Sales Training
Effective selling strategies have become a competitive advantage in today’s business landscape. Sales professionals need more than just a range of skills. They need to know how and when to use each of those skills. They need to be able to shift from one capability to another, sometimes in the span of a single conversation.
Agility is critical as the buying process becomes complex. The customer’s needs and perceptions change throughout the buying process, and the sales professional must adjust accordingly in real time.
As more stakeholders enter the picture, sales professionals require a more robust and sophisticated set of skills. They need ways to understand underlying needs, coalesce decision makers, and position value that resonates.
Developing these skills is increasingly difficult as business challenges and the corresponding solutions become more complex. Selling organisations are learning that better outcomes start with better selling behaviours.
These behaviours emerge during client-facing interactions — the “moment of truth.” In these moments, sales professionals must avoid seller-centric behaviours and instead commit to a mindset of authenticity. This mindset drives bottom-line results by creating opportunities for cross-selling, relationship growth, and expanding the scope of the sale.
We use blended learning that combines the effectiveness of classroom learning with the convenience of digital products. The result is a comprehensive skill set that equips sales professionals to surface the customer’s core needs faster.
Discover the Real Definition of Customization
Your corporate sales professionals need customised training to ensure they build skills that will drive long-term results for your organisation.
For us, customisation occurs for every level and every role of your sales team. We offer sales coaching and leadership programmes for senior sales managers. We also offer specific sales training content for inside and outside sales reps.
Often, a combination of sales skills is required to truly transform your sales organisation into a global leader in your industry. Partnering with Richardson provides the unique advantage of building a fully connected sales curriculum rather than isolated training events.
Richardson’s Connected Selling CurriculumTM supports the improvement of your team’s overall sales process. It provides a blueprint for continuous learning that develops advanced skills and a sophisticated sales strategy throughout your organisation
Why Choose Richardson for Your Corporate Sales Training Programme?
Our unique methodology is proven to improve the performance of your sales force through:
A Flexible, Connected Curriculum That Drives Consistency and Agility
A Reimagined Digital, Blended Learning Architecture That Sustains and Scales
A Visible Data and Reporting Platform That Exposes Impact