Sales Research & Insights

In our brief, Three Steps to Develop Selling Skills Among Non-selling Roles, we show how the most effective organisations are uniting the entire team around a customer-centric approach in which all capabilities influence revenue generation.

In our brief, Three Ways to Build Trust with Customers in Today’s Setting, we explain why the customer’s trust has diminished in recent months and how sales professionals can respond while there is time.

As new products and markets are launched to keep revenues moving forward, sales organizations are challenged to keep pace. Sellers need new skills, and they need them quickly.

There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process. Explore each capability needed as teams create, grow, negotiate, and win pursuits.

Download this brief to discover three concepts that together create the most effective framework for a virtual sales kickoff meeting.

Learn how to apply a data-driven, digital approach to power a complete global sales transformation.

Download this brief to learn how to align your growth strategy and goals to deliver immediate 6 - month wins.

Bring your team together to align on strategy and build skills in a virtual setting. Discover the secret to hosting effecive virtual sales team meetings.

In the brief, How to Budget for Sales Training in 2021, we outline three ways in which sales leaders can secure budget resources to train their teams to sell virtually.

Download our checklist to ensure your sales kick-off instills the confidence, enthusiasm, and momentum that drives improved results.

Download this complimentary research to discover what companies seeking to deliver effective sales training should be paying attention to in order to have consistent influence on employee behaviour.

Download this guide to discover fifteen critical questions in four categories, that enable you to clearly identify and prioritise your needs. The guide also includes an evaluation grid, so that you can score potential providers consistently and make an optimum choice.

Learn how to maximise the value of your investment in sales training by overcoming the common factors that cause sales training to fail.

Discover what sales learners think about the training their receiving and how to identify sales training and development investments that drive learner outcomes in this informative research.

Download the brief to learn how to use integrated technology and a data-driven approach for sales improvement in your organisation.

Learn how training professionals at pharmaceutical, biotech, medical device, and life sciences companies are now training sales teams.

Learn how commercial banks are reconfiguring their competencies for the future by leveraging existing skills in new ways to fully engage customers over virtual channels.

John Elsey, President and CEO of Richardson Sales Performance and SPI, discusses the three key factors driving the substantial ROI of a VILT solution.

Explore data from hundreds of survey responses revealing the current selling climate and how sales professionals are responding.

Learn how sales training will improve the productivity for companies within your private equity (PE) firm's business portfolio.

Explore the 10 principles behind an effective virtual instructor-led training (VILT) environment.

In this brief, we explore how leaders can replicate the classroom experience without the need for travel.

With input from more than 500 sales professionals this report offers tips & insights to overcome the challenges facing sales professionals in 2020.

Effective leaders seek sales training solutions that have measurable results. In SPI and Richardson Sales Performance’s brief, we provide a four-part framework for structuring sales training that allows for ROI measurement.

In the brief, CEO Insights: Five Factors Driving Change in 2020, John Elsey, President and CEO of Richardson Sales Performance and SPI sales training, discusses what sales leaders need to succeed in 2020.

As the year draws to a close, sales leaders have an opportunity and an obligation to understand the impact of changes seen in 2019. In Richardson Sales Performance’s brief, 2019: Taking Directional Cues from a Look Back, we examine the five largest factors underpinning the changes in the sales industry in 2019 and how effective sales leaders are responding.

Our year-end eBook summarizes Richardson Sales Performance's most impactful content from 2019. This eBook includes in-depth research from more than 25 sources to bring you the best ideas for embracing accelerated change.

Download a complimentary recording of a webinar from Richardson Sales Performance exploring the specific selling skills needed at each phase of the new buying journey.

Download an informational brochure to easily save and share information about Richardson Sales Performance Sales Training Company with your team,

In Richardson Sales Performance’s latest brief, Why Strong Sales Enablement Is Strong Buyer Enablement, we reveal how sales enablement professionals can also become strong buyer enablement professionals.

Discover the answers to some of the most frequently asked questions about sales and sales training from the experts at Richardson Sales Performance.

The 2017 Sales Challenges Study uncovers the issues that sales professionals foresee in the year ahead that have the potential to interfere with achieving quota.

The 2016 Sales Challenges Study uncovers the issues that sales professionals foresee in the year ahead that have the potential to interfere with achieving quota.

Understanding how your customers make decisions helps you navigate the buying journey and improve your team's sales performance.

Learning science provides powerful information that helps us drive revenue. Discover how to leverage adult learning psychology to improve sales training.

In "The Four Critical Benefits of a Consistent Selling Methodology," we explain the four key ways that consistency drives long-term sales results.

In the brief, Enabling Sales Teams through the New Buyer’s Journey, we break down the specific selling skills needed at each phase of the buying journey.

With Richardson Sales Performance’s brief, “A Streamlined Approach to Onboarding Sales Professionals,” we look at five key steps to designing an onboarding process that equips sales professionals to perform.

Selling connected, holistic, and digital solutions demands higher-level skills. Sales professionals must be able to position the technology and the transformation.
In Richardson Sales Performance’s white paper, Selling in the Era of Digital Transformation, we outline what capabilities sales professionals need and how to achieve them.

In Richardson Sales Performance’s brief, Building a Sales Culture, our Chief Sales Officer Steve Dodman details the three key steps to building an effective, lasting sales culture.

Download the eBook, How to Build a Sales Academy, to discover the components of a curriculum designed to engage sales professionals across various roles in a sales organization.

In Richardson Sales Performance’s brief, Using Learning Analytics to Expose Impact, we review three key areas of measurement for sales training initiatives and the metrics that leaders need to consider for each

Active learning works because it gets the learner involved. Learn why engagement drives deeper learning when participants: see it, try it, check it, and apply it.

Discover the sales challenges that lie ahead in 2019. Richardson Sales Performance's annual research uncovers the challenges facing sellers across industries and geographies.

Discover the critical elements of an effective B2B sales training programme and explore how partnering with Richardson Sales Performance will drive success for your team.

Effective learning uses multiple strategies. That’s why Richardson Sales Performance’s approach combines digital learning with traditional workshop experience. Download the brief, Why Blended Learning Boosts Performance, to learn the three critical pieces that drive learning that sticks.

Richardson Sales Performance’s 2019 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals.

Sustainment should mean getting better at every turn. Download the white paper Redefining Skill Sustainment to learn why leaders need to start thinking about sustainment in a new way.

Developing new sales skills starts with learning how to learn. Download the eBook, The Psychology of Learning – Effective Strategies to Get the Most out of Training, to discover more than a dozen psychological studies to uncover the most effective ways to learn and retain information.

Download the brief, AI In Sales Is Progress But Not A Panacea, to discover three key challenges to using AI as a sales tool and what leaders can do to overcome them.

Download the Brief: How Changes Will Shape Selling in 2019 to gain insights from Richardson Sales Performance's CEO, John Elsey about changes, challenges, and opportunities for sellers in 2019.

New research reveals what your sales team wants from a sales academy. Find out how to build a training program that engages your sellers and drives results.

Discover what sales professionals want from a sales academy. Download the complimentary infographic summarizing new research from Richardson Sales Performance.

Discover what elements over 350 sales professionals think is important in a sales academy. New research from TrainingIndustry and Richardson Sales Performance.

A strategic approach to defining your sales training budget will help you build the best training programme and drive more ROI.

The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement.

Richardson Sales Performance has developed a flexible series of sales methodologies that addresses the challenges of today’s selling environment created by customers expecting more value and control of the sales cycle.

A training initiative is only as good as the plan to sustain learning following the training event. Discover Richardson Sales Performance's sustainment framework to see the impact an ongoing development plan drives for organisations.

In Richardson Sales Performance’s latest brief, The Top 10 Considerations for Your Sales Training Budget in 2019, we provide that strategy with ten clear factors needed in any training budget.

Too often, sales kick-off meetings are considered an obligation rather than an opportunity. Invigorating sellers means revisiting best practices for sales kick-off meetings. Leaders need a more mindful approach to planning the meeting. Merely circling a date on the calendar won’t work. Learn a few key concepts that leaders can put in place to conduct a sales kick-off meeting that resonates with sellers.

The cost of sales training varies according to the number of sales professionals being trained and the programme. Discover how you can calculate the real cost of sales training and determine whether the investment will deliver the results and ROI you desire for your team.

Outside sales or field sales is the practice of selling a business’s products or services outside the office. Field sales professionals often travel to the customer’s location to engage them directly in a sale. This method of selling is particularly important today because more stakeholders are involved in purchasing decisions than before. Addressing these groups requires in-person meetings. Face-to-face engagement is critical for getting sophisticated and large...

Discover the impact a multi-role sales curriculum drives for organisations and the best training programmes for each sales role within the organisation.

Sales leaders need a connected curriculum to access the skills needed in today’s market. In Building a Sales Curriculum for Every Sales Professional, we break down the skills each sales role needs to succeed.

Successful sustainment of new behaviours requires attention to five steps that all individuals pass through after training. By focusing organisational attention on each step, new behaviours become embedded in your sales team’s daily operations.

Scalable sales training works when the content and delivery embrace characteristics common to sales professionals. Download the brief, Sales Traits That Inform Great Training, to discover five specific characteristics of sales professionals and how they can shape great learning.

Before implementing any training programme, you need a baseline. This helps to establish where you’re at now and to make sure that you get to your ultimate destination, with all employees improving their skills and adopting the desired behaviours.

Richardson Sales Performance’s 2018 Selling Challenges Study reveals a panoramic view of the changes confronting sales professionals today.

Sales effectiveness refers to a company’s ability to generate sales. Greater sales effectiveness means driving sales performance by winning the right kind of customers that drive meaningful progress towards broader financial and operational goals. The term encompasses the various aspects of a business that must perform to create more wins. Therefore, true sales efficiency requires a coordinated effort from not only the sales team but also marketing, operations, and...

Does increased revenue outweigh the costs of sales training? A review of the implicit and explicit costs shows that it does. In Richardson Sales Performance’s new brief, The Economics of Sales Training, we offer insights on how leaders can gauge the value of training initiatives with a consideration for the full equation accounting for all costs and benefits.

Our sales effectiveness training system is proven to drive results for businesses across industries, geographies, and skill levels. Learn more here.

The landscape of sales training is subject to constant change—whether from technology, buyer education, communication strategies, or training delivery methods. As markets continue to grow and evolve in complexity, learning leaders need to actualize their organizations’ initiatives by adhering to best practices in the design & delivery of sales training programs.