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Sales Process Consulting & Training

At Richardson, we define the sales process as:

A sales process is a consistent set of trackable steps that includes stages and gates, is used for forecasting, goes from beginning to end, and is typically tied to a CRM.

Adopt a Flexible and Scalable Sales Process

A dynamic sales process is one that is clearly defined and followed but gives sales professionals and managers support as opposed to strict directives.

We work with you to create a dynamic sales process that makes your sales professionals more efficient and effective and ensure that your process reflects how your customers buy and helps those customers through the buying process.

shorten your sales cycle with your sales process

Companies with a dynamic sales process significantly outperform their peers in quota attainment and plan attainment, win more often, forecast fewer “no decisions,” and have lower voluntary turnover.

Key Elements of a Dynamic Sales Process

A dynamic sales process is made up of a series of stages, activities, verifiable outcomes, and high-impact questions.

Richardson’s training develops those steps and the activities within each of those stages in a printed document format.

The sales process should be flexible and scalable. There is room in the execution of the process for good judgment.

  • Stages: The stages of a sales process demonstrate the progression of an opportunity. These stages should align to your CRM system and be made as simple as possible — but not simpler.
  • Activities: The actions and sequence that organize forward progress, establish a common language, and create the foundation for measurement and coaching to specific outcomes. Dialogue models are important as well because they reflect the critical points of interaction with your customer.
  • Verifiable Outcomes: The nine or ten key transition points in any sales process that predict success. Verifiable outcomes should be based on actions that the customer has taken and track to the customer’s buying process.
  • High-impact Questions: a set of coaching questions that tie to each verifiable outcome. These questions give managers the ability to diagnose the true quality and status of an opportunity and give them direction for where to provide sales coaching.

Developing a Sales Process That’s Fit for Purpose

Our approach to sales process training is highly collaborative. We build on what is already working and what we know from our experience will make it better. This approach to improving the sales process reduces risk because it minimizes the amount that we need people to change.

The core design work is done over a two-day workshop and includes key stakeholders who you want to be brought into the new process. Leading up to the workshop, the consulting process includes working with you to identify these key stakeholders, developing a project plan, conducting discovery interviews, and undertaking all of the preparation and communication necessary for a productive sales training workshop.

We manage all of the project details, and our experienced facilitation team will guide you through the optimization of your organization’s sales process.

Gaining Manager Insight Through the Sales Proces

Richardson CMO, Andrea Grodnitzky, shares how sales coaches can leverage high impact questions to gain insight and leverage the sales process to move opportunities towards a close.