From the content they need to the training experience they prefer, every seller is unique. As a group, they’re diverse — spanning generations and geographies. With packed schedules, they’re often busy, making them hard to reach and engage when it comes to training.
That’s why we designed Richardson Accelerate™, an online sales training platform that sits at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance, and drive long-term results.
at the Speed of Sales
Skill development is essential, but revenue pressures are relentless and don’t go away while sellers sit through training. Many salespeople are part of highly distributed teams spread out across the country or beyond. Tearing them away from their clients for an extended period of time is simply not an option. The same is true for sellers on the phone or call centers, where time off the phone can mean lost revenue.
Accelerate uses mobile-first technology that optimises the learning experience for sellers on the move. Lessons are delivered online in self-contained, bite-sized modules of learning that are independent and easy to digest. Short, video-based scenarios make learning fast and brings skills to life by demonstrating the difference between effective and ineffective selling.
A powerful combination of game setups, video-based learning scenarios, and social elements make it easy for sellers to feel confident in applying new behaviours immediately in the field. Games and quizzes with leaderboards, activity badges, and running online contests add an element of competition and provide managers visibility into the performances of individuals and the team.
& Inform Coaching
One great advantage of technology is the ability to capture data and transform it into actionable insight. This creates the opportunity for sales managers to structure coaching conversations that lead to real behaviour change, and it gives sellers the opportunity to take ownership of their own progress.
Through assessments, formative quizzes, and learner confidence scoring, Accelerate delivers analytics that provide visibility to the business and inform learning.
The Accelerate online sales training programme uses built-in touch points to provide the data your sales coaches need to guide sellers along their paths to skill improvement. Baseline assessments benchmark starting points and prepare sellers for learning. Formative quizzes during the programme check progress and redirect learning. An end-of-course assessment shows exactly how far learners have come and where they need more focus. Confidence scoring allows learners to self-identify topics that make sense to them and those that feel a bit uncertain. Topics can be sorted according to learner confidence and can be revisited, if needed.
Video-based scenarios bring sales skills to life. Learners see effective and ineffective dialogues and are challenged to identify the differences.
A micro-learning content structure delivers self-contained lessons through bite-sized chunks of content, rich with videos, learning exercises, and game mechanics that encourage independent learning.
Leaderboards, badges, and flashcards turn the learning experience into a game to tap into students’ desire for competition, achievement, status, and recognition — making learning fun and constant.
The adaptive platform monitors the pace of learners and progressively adapts their daily assignments to keep them on pace with their learning goals.
Sellers save classroom time by learning key concepts and selling models in advance. This allows workshop time to focus on higher-order learning activities, like role playing, problem-solving, and group brainstorming.
Discussion boards are built into Accelerate’s technology and allow for the sharing of experiences and ideas between facilitators and learners. These interactions can help guide learning both in the platform and in the classroom.
Accelerate’s assessments and learner-level analytics can be shared with facilitators before class so that learning can be better targeted to areas of need.
Accelerate extends the classroom experience to the job through sustainment modules, including on-demand content, the video library, job aids, planners, and manager toolkits.
This training programme uses a customer-focused approach to plan and execute sales calls that build trust and advance the sale. Apply a powerful road map and skills for successful needs-based dialogues that build credibility, enable better problem solving, foster customer openness, and arm you with critical information needed to position a compelling solution that drives customer value and differentiates you.
Using the Developmental Sales Coaching Framework and skills, sales managers learn to train team members to self-discover and self-assess ways to maximise strengths and continually grow and improve through effective problem solving.
Apply a strategic approach to planning and executing effective negotiations that align customer stakeholders, differentiate your offering and organisation, preserve price and terms, and foster productive working relationships.
Consultative Prospecting is a needs-, dialogue-, and value-based relationship approach to pursuing new business opportunities. Richardson’s Consultative Prospecting programme takes an in-depth look at the critical dynamics of reaching new customers.
Use a powerful combination of process, strategy, and dialogue skills to create consistent, measurable value with key customers in a way that helps you to gain a deeper understanding of the customer’s business, increase alignment between your organisations, and expand business.
Richardson’s Intentional Pursuit Strategy Programme teaches your sales team to think and act strategically when pursuing complex sales opportunities to increase their chance of winning and shorten the sales cycle.
Richardson's High-Stakes Consultative Dialogues programme is a collection of dialogue models that apply an advanced consultative approach, skills, and techniques to engage in higher-stakes dialogues needed to advance alignment, drive momentum, and win deals.
Whether using the tool for experienced sellers or new hires during onboarding, the Richardson Accelerate™ online sales training programme delivers the flexibility to give your teams the right content at the right time.