Chapter 22: Richardson
Richardson has a comprehensive solution set and strong customization capabilities, which allow it to service large companies with sophisticated needs. Sales training companies that offer heavy customization are often a better fit for large clients because they can spread the customization cost across a large learning audience. Richardson is especially strong in dialogue skills training, and have a number of programs ranging from foundational to advanced, along with the coaching and tools to reinforcement skills post-training. For these reasons, Richardson tends to work with large companies that sell a high-value solution, such as financial and business services, technology, insurance and industrial equipment.
Richardson’s website features clients from financial services, technology, insurance, manufacturing and professional services. Richardson further segments its financial services clients into asset management, commercial banking, investment banking, private wealth management and retail banking. This granularity demonstrates that Richardson really understands the nuance of the industry and has a lot of experience. Richardson offers a number of case studies, but they can be difficult to find on its website.
Richardson has received many substantial awards, including being named to Trainingindustry.com’s “Top 20 Sales Training Companies” for the past six years, and being named a “Top 20 Leadership Training Company” for the past two years. They have also gone the extra step to earn a “Best in Class” SmartChoice® Certification from the well-known research and analysis firm Brandon Hall. SmartChoice® speaks to the soundness of Richardson’s client support, cost of ownership, functionality and capability.
Richardson’s comprehensive sales curriculum provides practical processes, strategies and skills. Course offerings complement each other for continuous improvement, and are available both at beginner and advanced levels. Through an integrated “building block” approach, Richardson is able to leverage its discrete, integrated modules to efficiently develop programs that address your specific needs. Its most popular programs include:
The following is a subset of the methodology and skill programs Richardson offers:
As you would expect from a full-service firm, Richardson offers many delivery options, such as live instructor led training, virtual instructor-led training, Train-the-Trainer and eLearning.
Richardson packages its full solution into its Sales Effectiveness System™, which bookends its training programs (i.e., “develop”) with solutions to “define” needs and “drive” behavior change.
It is very important for you to understand your needs and be honest about your sales team’s sophistication and your organization’s ability and willingness to support change. There are many sales training companies that can run a great program and do so at a low price point. However, if you need to drive a larger shift in how you sell, then you need to consider a more comprehensive solution similar to the type that Richardson offers. These types of solutions take time, money and commitment to do properly, but this is hard work and there are no shortcuts.
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