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Richardson's Sales Training Methodology

Richardson’s Active Learning Sales Training Methodology

We believe that active adult learning is most effective when presented in a relevant context so that the skills, strategy, and knowledge are meaningful to participants and can be applied directly after the training.

Therefore, our sales training design philosophy is to customize our core programs using our proprietary process and tools. The objective of our sales training is to incorporate participants’ real-world challenges, sales tools, and processes into workshop cases and exercises.

In this video, Richardson CMO, Andrea Grodnitzky discusses why Richardson’s active learning methodology is effective and how it translates into the classroom experience.

To learn more about Richardson’s approach to sales training download the complimentary Sales Effectiveness System brochure here.

Our sales training processes are based on the premise that adult learners are not blank slates, and we utilize a process of questioning and generating a dialogue before presenting concepts and models. By doing this versus lecturing, we gain participant involvement and buy-in before we build models and teach learning points.

We use a “learning by doing” training methodology to support behavior change through highly interactive training. Using our customized cases and exercises, we ensure that participants apply the skills and strategies learned and receive intensive coaching and feedback.

We utilize role plays, drills, in-the-action feedback, and other application techniques and supplement learning by doing with other best practice learning methods, including small group discussion, drills, flip chart development to capture participant opinions and ideas, and limited PowerPoint slides.

For Train-the-Trainer workshops, we not only provide Leader’s Guides, but we also provide in-depth Leader Notes for every case and exercise that provide additional insights and best practices.

Real-Time Redirects Foster Behavior Change

One of the unique training methodologies we use is called “redirect.”

The redirect is a process in which the trainer stops the action and gives real-time feedback so participants are supported in the role play.

Redirects also foster behavior change by allowing participants to experience the impact of applying the new skills, models, and strategies as they increase their effectiveness.