Category Archives: Change Management

June 2nd, 2014

Sustaining Sales Training Impact

gregg-kober-Sales-Training-Sustainment

Sustaining Sales Training Impact, An Interview with Gregg Kober, Richardson’s VP of Change Management

Here at Richardson, we work closely with our clients on what to do not only during training, but also before and after to ensure that sales training sticks and delivers impact. I sat down with Gregg Kober, Richardson’s Vice President of Change Management, to discuss our sustainment framework. Gregg generously shares his expertise on the thinking and approach we take on sustaining sales training impact.

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November 8th, 2013

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

sales-manager-unlock

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

Sales managers are the force multipliers of productivity and key players for supporting change in your frontline sales force. Research from the Corporate Executive Board indicates that when training is complemented by in-field coaching and reinforcement, productivity is quadrupled from 22% to 88%. However, many sales managers are promoted based on their ability to sell, and the characteristics that contribute to a sales manager’s success as an individual contributor run counter to their role as a developer of others. Some sales managers lack coaching know-how and skill, while others don’t make time to coach.

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September 6th, 2013

7 Tips for Effective Training for Sales Teams

effective-sales-training

What Makes Up Effective Sales Team Training

Adapted from an interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group Part one our series on applying key practices in learning and development to effective sales training

Listing ingredients implies that they are part of a recipe, which of course can be literal or figurative. Without wasting time on prologues and previews, we know you’re hungry to learn about the 7 essential ingredients in effective sales training programs. The ingredients can be easily categorized by pre-training, the training itself, and post-training.

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June 20th, 2013

Video Interview with SellingPower: Managing Change in a Sales Organization

The Challenge of Managing Change in a Sales Organization

Video Interview with SellingPower: Managing Change in a Sales Organization

Today’s BLOG, Managing Change in a Sales Organization, appears Courtesy of SellingPower Magazine. 

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June 14th, 2013

Managing Sales Force Change – Factors You Need to Consider for Successful Execution

managing-salesforce-change

Managing Sales Force Change – Factors You Need to Consider for Successful Execution

It’s hard to believe but the end of the first half of the year is only a few weeks away. As you reflect back on where you are today versus where you need to be, you might be considering some minor adjustments or major changes to your sales organization. If so, you need to determine if you are prepared for change.  To provide you with some additional insight on sales force change, Richardson recently underwrote a benchmarking study, Managing Sales Force Change,  by The Sales Management Association to determine:

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