In our work with the top-performing sales organisations in the world, Richardson Sales Performance has identified and outlined the critical selling capabilities and behaviours most needed to drive results. We have curated a deep, broad, and effective sales training programme curriculum to help salespeople learn and apply those critical behaviors in the field.
Each of our sales training programmes are customised to enhance skills based on sales stage and complexity of the sale. Explore our map of sales training course content below by scrolling over the programme of interest:
The Territory Management Sales Training Programme helps salespeople focus first on how to segment a territory by analysing geography and prioritising current customers and prospects.
The Sales Networking Training Programme teaches salespeople to establish a discipline around networking that ensures they are prepared to maximise time spent with potential contacts, add value to contacts, and maintain a long-term networking effort.
The Intentional Pursuit Strategy Program 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.
The Prosperous Account Strategy Training Programme methodology goes beyond traditional account management planning to enable sales professionals to create consistent, measurable value with their key customers.
This High-Stakes Consultative Dialogues training programme is a collection of dialogue models that apply and advanced consultative approach, skills, and techniques to engage in higher-stakes dialogues needed to advance alignment, drive momentum, and win deals.
Contact us today to discover how we can deliver results for your organisation.
Sales Training Programme Details
We use a “learning by doing” training methodology actively engaging participants in role-playing, problem-solving, brainstorming, and individual and team exercises. Throughout the training, participants receive intensive coaching and feedback. The combination of application, facilitator and peer feedback and self-assessment ensures participants experience the full benefits of a sales training programme.
A key part of our philosophy is participants are not blank slates. They are respected for what they bring to the training. We utilize a Socratic approach of questioning to earn commitment before we build models and teach learning points.
Learn more about our sales training programme content by exploring the list below.
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...
The Solution Selling® training programme provides sellers with a clear map that the right things will be accomplished in the right manner. at the right time, with the right buyers, resulting in increased sales productivity and revenues.
Empower your sales team to more effectively engage customers in virtual meetings. This programme equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual setting to drive momentum and win sales opportunities.
Richardson Sales Performance's negotiations training programme teaches your team to achieve win-win outcomes by applying the sales skills and strategies needed to effectively justify value, protect price, and preserve valuable customer relationships.
Richardson Sales Performance’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 Sales Performance's advanced sales training programme teaches a collection of models, skills, and techniques to teach your sales team how to engage customers in high-risk, high-reward dialogues to advance alignment, drive momentum, and win more high value deals.
This training programme teaches your team to apply a consistent, customer-centric approach to identifying priority accounts, capturing and analysing critical information, and developing a strategy to find the white space within key accounts so that your team and customers prosper.
The Consultative Inside Sales training programme teaches inside sales professionals to quickly build rapport and keep the customer engaged over the phone. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.
Richardson Sales Performance's sales prospecting training programme takes an in-depth look at the critical dynamics of reaching new customers. Training includes exploration of four powerful elements that will increase your team's effectiveness in gaining access to prospects.
The Storytelling sales training programme teaches your team the process and skills to tell a compelling story that makes an emotional connection with customers, draws their attention to an important issue, and inspires and motivates them to act.
Selling with Insights training develops your salespeople’s ability to become the point of differentiation and bring relevant insights and ideas to create value in the buying experience and influence the buyer’s decision criteria to align to your distinct competitive advantage.
The Internal Influence and Persuasion sales training programme teaches your team influencing strategies, tactics, and skills that can be applied to internal interactions to increase persuasiveness, ensure clarity and accountability, and build strong relationships.
The Sales Networking training programme teaches sellers to apply sales strategies to maintain contact, add value, and strengthen relationships during sales cycles to be “top of mind” when opportunities arise.
Sales Presentation skills training helps your sales team more effectively win business by delivering a consultative, customer-focused presentation that has impact, is memorable, brings value and actively involves customers.
The Sales Territory Management training programme equips your sales team with an approach to help them focus on how to segment a territory by analysing geography and prioritizing current customers and prospects.
The Exceptional Customer Service training programme teaches your to to develop the strategies and skills to understand and meet customer needs, exceed their expectations, and create a truly positive customer experience.
The Evidence-Based Solution Selling® (EBSS®) training programme teaches your team to help their healthcare provider clients solve problems based on clinical evidence using a repeatable methodology, clinical selling skills, and tools to provide the customer experience that healthcare providers expect.
The Team Selling training program teaches your sales reps to build and drive high-performing selling squads that demonstrate cross-functional expertise, connect with all levels of customer stakeholders, and consistently outsell the competition.
Solution Messaging training helps marketing teams change their mindset from a product and feature-centric perspective to one that emphasises the value of solutions for customers’ problems and critical business issues.
This module gives sellers a simple format to follow to quickly engage a prospect and get an appointment. Sales professionals will learn to craft a compeling message and engage a prospect to get the meeting.
Powerful in its simplicity, our value statement module gives sellers an easy way to frame an idea, insight, or position that resonates with customers and gets to the heart of what makes any statement persuasive – value.
This module teaches sellers the critical questions to ask to identify competition in a pursuit and how to respectfully position against them by highlighting differentiating strengths matched to customer priorities.
Measuring the Effectiveness of Your Sales Training Programme
Investing in your sales team’s effectiveness, like all significant business investments, needs to be monitored.
Richardson recommends monitoring your investment through a systematic approach. A successful training programme uses measurement to create visibility into the sales training’s value, collect data to guide decision making, and build momentum that keeps your entire team engaged accountable for outcomes.