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 management development training content ranges from building capabilities in developmental coaching, pipeline management, and behavioral interviewing.
Using the Developmental Sales Coaching Framework and skills, sales managers learn to train team members to self-discover and self-assess ways to leverage strengths and continually grow and improve through effective problem solving.
This program trains sales managers 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.
Teach sales managers to apply a flexible but consistent Behavior-based Interviewing Framework that will increase 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.