It takes a certain kind of individual to step into a sales manager role — and an even more unique one to be successful at it. Richardson offers content focused on developing the skills of sales managers and sales directors, enabling them to drive performance through their teams. Our sales team management training offers instruction for building capabilities in developmental coaching, pipeline management, and behavioral interviewing.
Richardson's sales coaching training program teaches your sales managers how to transform their role from being the expert who directs and tells to being a coach who develops their team and inspires increased self motivation to learn, change, and improve results.
This program for sales managers teaches your team to apply a disciplined approach for analyzing the pipeline and identifying root cause issues. This will lead to successful pipeline review meetings, focus on pursuing the right opportunities, accelerated deals, and accurate sales forecasts.
The behavioral interviewing sales manager training program teaches a flexible but consistent Behavior-based Interviewing Framework that will increase your management team's effectiveness in identifying the best candidates based on competency, characteristics, and culture fit and, ultimately, improve the speed of recruitment efforts.
This module provides a Remote Coaching Framework that uses much of the Developmental Coaching philosophy and adds key discussion elements focused on performance metrics that lie at the heart of remote coaching.
This module trains sales managers to use Consequence Coaching where the coach provides their perception of where things stand, the standards a salesperson is required to meet, and the consequences of not doing so.
In this module sales managers are trained to use process and skill to provide high-impact praise that acknowledges the accomplishments of top performers, leverages their accomplishments to motivate others on the team, and link rewards to behavior.