Viewing Posts for: Richardson Sales Training

May 30th, 2012

Get More ROI from Sales Training: Overcome Reps’ Resistance to Change

Once upon a time, a savvy sales leader hired a sales training organization to improve his team’s sales performance. His reps learned all the newest sales methods available, and they were all convinced they’d knock their sales quotas straight out of the park for years and year to come.

But then it came time to apply what they’d learned. Sales performance levels stagnated. Quotas weren’t met. Reps either didn’t change, or changed briefly and then reverted to the old way of doing things.

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May 10th, 2012

6 Traits for Successful Sales Leadership

sales leaders

Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership.

Think about it: Sales leaders either take their teams up the mountain — or into a ditch. Where do you want your team to go?

Check out Psychology Today’s take on the basics and sales leadership skills that lead to a successful career. I have found that there are six shared qualities of a good sales manager:

Live for work, work to live. Leaders are excited about being leaders. Whereas sales superstars thrive when they’re in the trenches selling, top sales executives excel in vision, coaching, and providing tools for their reps to exceed quota.Just be careful when you’re looking for a new sales leader — almost 85% of sales superstars who are promoted to sales management fail. When you promote a top performing sales rep, look for leadership and management potential. Some sales reps are best at being sales reps. Leaders lead well when they coach well. Legendary leaders aren’t necessarily great salespeople, but they are superior coaches. They use sales coaching to help members of their team continually improve. When a sales rep needs help, they don’t just take over for a quick resolution. They resist the quick fix and take the time to teach. They know individual sales are important but that long-term sales performance is what counts. That’s why the best » Continue Reading.

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March 16th, 2012

Video Blog: Extraordinary Preparation

If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com

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February 6th, 2012

Free Webinar: Effective Coaching for Sales: Best Practices for Driving High Levels of Impact

Is your organization developing its salesforce effectively to drive results?

On February 9, 2:00 p.m. ET/19:00 GMT, Richardson’s Debbie Antonelli, EVP Global Sales and Janet Clarey, senior analyst in Bersin & Associates’ L&D practice area will share research findings on best practices for effective coaching.

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January 12th, 2012

Using Verifiable Outcomes in the Sales Process to Change and Track Behavior

New Whitepaper from Richardson: Using Verifiable Outcomes in the Sales Process to Change and Track Behavior.

The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement. Richardson’s new whitepaper explores how to identify and use verifiable outcomes that are leading indicators of customer engagement.

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November 4th, 2011

RFPs — Ask Rarely Asked Questions to Get an Edge

An RFP arrives.  You’ve been proactive.   While you weren’t able to keep the opportunity out of the RFP process, you knew the RFP was coming and even influenced it.  You also expect that the incumbent too has had influence.

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