Monthly Archives: September 2013

September 30th, 2013

Sales Training Programs: Mission Impossible or Mission Accomplished?

Sales Training Programs: Mission Impossible or Mission Accomplished?

Let’s face it.  For learning and development leaders without a sales background, being assigned to develop sales training programs can feel like the kiss of death.  Even for seasoned sales training leaders, it isn’t a walk in the park.

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September 27th, 2013

Why New Client Acquisition is a Lot like Flounder Fishing

New-client-acquisition

Why New Client Acquisition is a Lot like Flounder Fishing

This past summer, I spent some time fishing for flounder. While I was moderately successful, I still had plenty of time to think about the similarities between flounder fishing and new client acquisition. Consider the ways in which both work.

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September 25th, 2013

Would Your Sales Training Earn Your Customer’s Seal of Approval?

sales-training

Would Your Sales Training Earn Your Customer’s Seal of Approval?

The Customer is King

This is still true, right?  The phrase seems less than politically correct these days (with “king” versus “queen” or “royalty”), but if you conduct an internet search for “the customer is king,” you’ll find over 201 million returns in about 0.62 seconds.  It’s still a popular phrase.

I don’t find myself quoting the Urban Dictionary much in my business life, but I have to admit, I peeked at their search return

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September 23rd, 2013

Richardson Wins Two Stevie® Awards for Management & New Product Categories in the 2013 American Business Awards

richardson-sales-training

Richardson Wins Two Stevie® Awards for Management & New Product Categories in the 2013 American Business Awards

Richardson is very excited to announce that we were presented with two Stevie Awards at the Stevie Award ceremonies in San Francisco, on September 16th, 2013.

Richardson’s President and CEO, David DiStefano, was awarded with a Gold Stevie Award for Upstart Company of the Year. Mr. DiStefano was recognized for his ground-breaking organizational achievements, helping lead Richardson to record growth in 2012. Among the many drivers for Richardson’s improved performance were new organizational roles,  a three-year internal culture initiative, expansion into new territories including China, and the additions of new sales training and enablement services Collaborative Account Development™, Selling with Insights™, Richardson Quick Check™,  and Change Leadership™ programs.

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September 20th, 2013

Sales Gamification & Contests that Work

sales-gamification

September Richy – Can a Sales Gamification Tool Drive Sales Team Engagement and Better Sales Results from Sales Contests?

It’s the start of a new football season and for millions of people there is a huge focus on Fantasy Football. For Adam Hollander, CEO of a new company, FantasySalesTeam, he is not only managing his Fantasy Football team, but helping clients manage their Fantasy Sales Team through his new sales gamification and sales enablement tool, FantasySalesTeam (FST), the winner of my September Richy.

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September 18th, 2013

10 Factors that Drive Sales Performance

What-Drives-Sales-Teams-to-Perform

Adapted from interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group

Part three of our series on applying key practices in learning and development to drive sales performance.

Just like people and snowflakes, no two companies are alike. And by extension, no sales organization is identical. And before you ask, there is no magic bullet formula to set your sales organization on the right path or cure all ills. There are too many variables, both internal and external, to be considered.

So when asking the question, “What drives high-performing sales teams?” you can certainly expect different answers, or at least differing priorities, among a range of responses. However, there are best practices and principles to guide you on your way towards improving your salesforce. Following is a list of our top 10 areas that contribute to driving – and if done poorly, draining – sales performance.

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September 16th, 2013

Is eMail on Life support as a Sales Effectiveness Tool?

sales-effectiveness-tool

Is Email on Life support as a Sales Effectiveness Tool?

A few months ago, I did a blog post on the Top Ten Disruptive Sales Technologies. I did not include email because it was pretty much a given, considering its serious blow to postal mail and phone tag. But it’s worth considering the question: Has the influx of new and more personal technologies put email on life support as a sales effectiveness tool?

Let’s look at two examples that suggest email may be on the way out for developing new clients and building relationships with existing clients.

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September 13th, 2013

Focus Less on Learning Innovation and More on Business Outcomes

business-outcomes

Focus Less on Learning Innovation and More on Business Outcomes

I’m not a Luddite. Really. I’m a change agent. I support technological progress and the use of technology as an enabler for work performance.

Learning Innovation Abounds

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