A bit about us
Richardson is a global sales training company that equips revenue teams to win. We help sellers lead high-value customer conversations that compel buyers to act. Our powerhouse sales methodologies, grounded in our Consultative Selling and Challenger Sale approaches, drive consistent outperformance. Through customised learning, expert facilitation, data-driven insights, and ongoing reinforcement, we make sure training sticks. Our solutions integrate seamlessly, deliver commercial insights, and clearly connect to business outcomes—giving Revenue Leaders the scale and impact they need.
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 build the capabilities that will move the needle for your team, customise the learning journey for each seller, and prove the solution's effectiveness and ROI using data.
Relevant Content
While training is essential, sustained, relevant learning drives real results.
Instead of generic, one-size-fits-all training that overlooks your team’s specific challenges, you'll receive customised content aligned with your industry, market, and each selling role’s unique needs. Personalised reinforcement provides the right content at the right time for the right individual.
Flexible Learning Architecture
True transformation occurs when every seller is equipped to grow continuously.
Instead of rigid, one-dimensional training that creates short-term excitement but lacks lasting impact, you'll experience a blended, flexible learning architecture for ongoing development at scale. This approach combines digital, bite-sized content integrated into the flow of work with live, instructor-led workshops and coaching.
Actionable Measurements
Move from uncertainty to informed, data-driven decisions.
Instead of guessing whether your training and development efforts are making an impact, you gain actionable insights and data that clearly link your investments to your key business metrics. With real-time analytics, you’ll know exactly where performance is improving and where to focus next to drive continued growth.
Company History
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
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 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 Sales Performance acquires Canadian sales training company DoubleDigit Sales.
2022
We launched Consultative Selling to the market.
1978
We launched Solution Selling launched to the market.
1988
Our investment in a Curriculum expansion led to the creation of a suite of sales training programmes and new sales coaching content
1996
Sales Performance International creates SPIHealth, a dedicated Life Sciences Practise.
2011
Sales Performance International Europe is created.
2010
Sales Performance International's online learning becomes multilingual across 7 languages.
2008
Creation of Richardson Client Forum bringing together sales and learning leaders from around the globe.
2006
Sales Performance International launches online learning for more advanced learning support.
2006
Richardson's global presence expands with international offices in the UK & APAC.
2001
Sales Performance International launches expansion of the Solution Selling® library including 17 programmes.
2000
Richardson launches suite of sales management offerings including Developmental Sales Coaching.
1996
Sales Performance International launches Solution Selling®
1985
The first of 15+ Richardson books on selling skills and strategies is published.
1984
Richardson is founded by sales expert and New York Times best-selling author, Linda Richardson.
1978
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.
