In our work with the top-performing sales organisations in the world, Richardson 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:
Richardson’s Territory Management Sales Training Programme helps salespeople focus first on how to segment a territory by analysing geography and prioritising current customers and prospects.
Richardson’s 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.
Richardson’s 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.
Richardson’s Second Edition Consultative Selling Programme focuses on the critical structure of a sales conversation or customer meeting and provides a powerful map for a successful, buyer-focused dialogue.
Richardson’s 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.
Richardson’s Internal Influence and Persuasion Training Programme provides salespeople with the persuasion and influencing skills, styles and strategies needed to create and strengthen internal partnerships.
Richardson's Enhanced Service through Consultative Sales training program builds skills that empower your customer service team to boost customer retention and position additional solutions to drive revenue and deliver unexpected value.
This 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.
Our corporate sales training programmes are flexible in meeting your needs because we deliver content through a variety of channels. We have found that the most successful sales training programmes are executed through a blended approach combining our digital learning platform, Accelerate, with instructor-led training.
Contact us today to discover how we can deliver results for your organization.
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...
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'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’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 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.
This programme provides customer service representatives with the process, skill, and attitude to effectively and efficiently lead customer calls while identifying opportunities and cues to provide further value and sell additional products and solutions.
Richardson's training programme provides a specific framework designed to fit the inside sales model. It teaches inside sales professionals to quickly build rapport and keep the customer engaged. It builds the skills and strategy professionals need to uncover customer needs, add value, and close more business.
Richardson'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.
This 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.
Richardson's Enhanced Service for Retail Banking programme helps retail banking professionals execute customer service that rises to the level of a competitive advantage, shift their mindset to view sales as a way to add additional value to the customer, and position additional services and products as part of the solution.
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. Participants create monthly and quarterly action plans that build discipline, mandate focus, and ensure smart time management.
Develop the strategies and skills to understand and meet customer needs, exceed their expectations, and create a truly positive customer experience. Increase productivity by maximising opportunities for one-call resolution and minimising escalations.
Learn to align with the way your customers buy, identify, and track the activities needed to advance the sale, navigate a complex stakeholder environment, and engage in strategic dialogues that build trust and create value for customers, as well as arm you with needed information to communicate a compelling value proposition and win the deal.
Train 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.
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.