Inspiring Participants to Improve with Engaging Training In Person
Whether it is through our sales skill assessments, deep sales content, or coaching platform, you will see the established principles of adult learning science woven into our instructional design and facilitation.
The Richardson Experience
We use a “learning-by-doing” training methodology in our instructor-led sales training workshops, whereby participants are actively engaged in role play, problem solving, brainstorming, and individual and team exercises and receive intensive coaching and feedback. The combination of application, face-to-face facilitator and peer feedback, and self-assessment creates engaging, relevant, and immediately applicable learning that accelerates behaviour change for your sales team.
A key part of the philosophy that drives the methodology behind our sales training workshops is that participants are not blank canvases. Participants are respected for what they bring to the training. Our training instructors use a Socratic approach of questioning and generating a dialogue before presenting concepts and models. By doing this rather than lecturing, we gain participant involvement and belief before we build models and teach learning points. We encourage them to use their “natural models” on which we then build models and refine sales skills to get them to their next levels of excellence.
Our training model is a blend of constructivist and behaviourist approaches, designed to maximise learning for all participants. Visual, auditory, and kinaesthetic learning styles are accommodated equally in the instructor-led sales training workshops. Visual cues are provided using “advance organisers” or conceptual aids, such as diagrams and models. People with a preference for auditory learning enjoy the fact that Richardson workshop instructors lead engaging, dialogue-based activities and discussions — as opposed to didactic presentations. And kinaesthetic, or tactile, learners benefit from hands-on planning tools and forms that promote real-world application of classroom learning, supporting and sustaining behavioural change.
Seasoned Facilitators Bring Content Expertise and Real-world Experience
Why are Richardson’s sales training workshops different from those of competitors? The answer lies in our people — we have an exceptional team of global trainers with strong sales and training backgrounds that add tremendous value to clients and live, breathe, and exemplify our methodologies, models, and experiences.
Richardson Facilitators act as more than just in-person trainers imparting knowledge and helping individuals practice skills. They are effective coaches and instructors. One of the unique ways in which we coach during the training workshops is through a process of “redirect,” which Richardson introduced as a coaching process of stopping the action and giving on-the-spot feedback. This process increases participant awareness of effective and less-than-effective behaviours and allows them to make course corrections in the moment, as well as apply effective use of the skills, which aid rapid adoption. The workshop participants also develop their own feedback skills and are provided tools to foster the self and peer coaching necessary for ongoing development.