Monthly Archives: February 2013

February 27th, 2013

What the World of Selling Can Learn from Watching Netflix

New world of selling

What the World of Selling Can Learn from Watching Netflix 

In the new world of selling the ability to see into the future to recognize the needs that customers have not identified or have undervalued is the new currency.  But, is that really possible?

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February 25th, 2013

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall

Sales Training

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall – (Part 3 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

In my previous two posts, I presented the problem of sales reps falling victim to The Forgetting Curve and the solution of using a tool such as Richardson’s QuickCheckTM as a means to help sales reps commit what they’ve learned in training to their long-term memory. Let’s take a closer look at how it works and some of the benefits of using the QuickCheckTM after training your reps.

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February 21st, 2013

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact – (Part 2 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

When you invest in training your sales reps, you expect them to learn the new information, use the new skills, and adopt the new behaviors. However, as I outlined in my previous post, most people quickly forget what they learn in a matter of days. How, then, can you improve your sales reps’ ability to recall and, as a result, also improve the ROI of your sales training and move closer to the goals you set out to achieve through the training?

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February 18th, 2013

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall”

Sales Reps - Total Recall

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall” (Part 1 of 3)

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

 

How long until your sales reps forget what they learned at your sales kick-off meeting and training events?

Most people can sing along to their favorite songs from their youth without even thinking about it yet still forget information they read, heard, or learned after just a few days. Knowing that the ability to recall is limited, why then do companies still structure training and learning programs in a manner that takes sales reps offline for a period of time, immerses them deep in new ideas and behaviors, and then send them back out into the field expecting that it all sunk in and is being applied without fail?

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February 15th, 2013

A Few Simple Questions and Practical Ideas to Exterminate Sales Forecasting Gremlins

According to CSO Insights, sales forecasting accuracy hit an all-time low of 46% in 2012. Just about every business and industry experiences peaks and valleys in their sales cycles, but, even with large investments in sales and marketing automation technology, the problem is getting worse and not better. Did you just throw good money after bad in hopes of achieving sales forecasting nirvana? What on earth is going on?

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February 13th, 2013

12 Business Needs for Customized Sales Training

Customized Sales Training

12 Business Needs for Customized Sales Training

In my role, I spend a lot of time surveying the sales effectiveness market, interviewing buyers, and examining and articulating the need for organizations to customize sales training. We believe that customized sales training that leverages a company’s unique strengths combined with leadership that is ready, able, and willing to support and sustain change are the essential elements for improving sales performance. This is our core business, and we want to continue to excel at it for our clients and partners. Consider our approach:

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February 11th, 2013

Richardson Honored as Top 20 Leadership Training Company by TrainingIndustry.com

Top 20 Leadership Companies

Richardson Honored as Top 20 Leadership Training Company by TrainingIndustry.com

Richardson  has been named one of the 2013 Top 20 Leadership Training Companies by TrainingIndustry.com.

Richardson was recognized for its growing focus on:

Helping clients build world-class sales leadership and management teams Enabling managers and executives to develop the ability within their teams to position the value of their solution, sell effectively, and achieve results Offering a fully integrated, level-by-level curriculum for all management ranks to help ensure reinforcement and ongoing development Providing change leadership workshops to equip senior sales leaders and their direct reports with the ability to support transformational change

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February 8th, 2013

Change Leadership: Owning the Vision

In two earlier posts, I introduced change leadership  and explored how to create a vision. The next step is to own and create shared ownership of the vision.

Here is a summary of four basic rules to follow in leading a successful change:

You can’t delegate or relinquish total ownership of the change. Don’t announce the change and then disappear to let your lieutenants run the show. If your employees sense a lack of interest or passion on your part, they’ll follow accordingly. Stay in touch, communicate frequent progress updates, praise wins, and establish a feedback loop to know that the change initiative is working and not suffering from “whisper down the lane.” You can’t do it alone. You need to enlist others in championing the change and the benefits to be gained from it. Trickle ownership down throughout each layer of leadership. Hold leaders and sales managers accountable and responsible for carrying out the change.

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