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With more than two decades of sales process development experience in hundreds of sales organizations, Richardson Sales Performance has developed a proven methodology for rapidly and efficiently designing and documenting optimized sales process definitions for clients.
The steps to customizing a sales process for your team include:
Structured interviews with a representative group of sales leaders, managers, operations, and sellers
A review of current policies, standards, systems, and tools
Collation of results and findings, including initial definitions of tailored selling processes
1-day facilitated workshop to review and revise sales process designs
Documentation of the agreed-upon sales process map
The principal deliverables of this methodology are sales process maps, showing the key selling steps aligned to buyers’ preferred purchase behaviors.
These maps include definitions of recommended sales activities, verifiable outcomes, relevant sales tools, and resources engaged in each step. The maps guide salespeople to more consistent sales results and enable sales managers to significantly improve the quality of forecasting and coaching.
Global Sales Teams Depend on Richardson Sales Performance