Category Archives: News from Richardson
For the Third Consecutive Year, Richardson has been Named to Selling Power’s 2015 Top Sales Training Companies List
Philadelphia, PA—July 20, 2015 — Richardson, a leading global sales training and effectiveness company, announced that it has been included on Selling Power’s 2015 list of the Top Sales Training Companies for the third consecutive year. The Selling Power Top 20 Sales Training Companies list identifies leading companies that excel in helping sales leaders improve the performance of their sales teams. Selling Power editors say that the firms included on the 2015 Top Sales Training Companies list have “demonstrated an excellent awareness of the skills and tools required to succeed and remain competitive in today’s selling environment.”
According to Selling Power magazine publisher and founder Gerhard Gschwandtner, sales training is a vital component of a high-performance sales organization. “Great salespeople require the right toolset, the right skillset, and the right mindset to win,” he said. “A great, consultative sales training initiative can address all three areas. Sales leaders should use this list of the Top 20 Sales Training Companies to find the solution that best suits their needs.”
“We are very thankful and honored to be recognized once again as one of the top sales training companies in the industry,” says Jim Brodo, SVP of Marketing at Richardson. “Richardson’s success is a direct outcome of working with some of today’s most innovative clients and by the excellence » Continue Reading.
Sales Training Preference Survey
We are gathering input from our blog subscribers to help us identify and prioritize some important strategic initiatives. We value your opinion and would really appreciate your participation in this brief, four-question survey on sales training preferences. The survey should take you less than three minutes to complete. All participants who complete the survey will be entered into a drawing to win a Nike Fitbit and will receive a copy of our final, compiled business brief.
Please click here to complete the survey.
Thank you in advance for your participation. We look forward to sharing this information with you in the near future.
All my best,
We Asked and You Answered! What is your biggest training challenge?
What better place to take the pulse of learning and development professionals than the ATD 2015 International Conference. We did just that, in Orlando in May, discovering some hot issues in that hot climate. Richardson randomly stopped conference participants to ask a single question: “What is the biggest training challenge you are currently facing?”
Among the leading training challenges uncovered were:
1) Training Reinforcement
2) Measurement/ROI of Training.
In my recap of the full survey which was published on the ATD Blog site, we identify 24 issues that are top of mind, along with insights into ways of dealing with the top five.
Learn more about Richardson’s Consultative Selling Sales Training Solutions.
Training Industry Executive to Lead Richardson; John D. Elsey Named New CEO
Philadelphia, PA — June 1, 2015 — Richardson, a global sales training and performance improvement firm, today announced the hiring of John D. Elsey as president and chief executive officer. Effective June 1, 2015, Elsey will replace Interim CEO Carter Brown, who remains a director of the Richardson Board. For the past 15 years, Elsey held C-suite positions with commercial training and education companies formerly owned by Informa Performance Improvement, most recently as president and CEO for ESI International — a global leader in strategy execution training solutions — and concurrently as president for the portfolio of four other training businesses within the group holding.
“John is a training industry veteran with a strong, global perspective and success in driving results. He is a proven leader who focuses on both top-line growth and bottom-line profitability, with international expansion a key element in his strategic thinking,” Brown said.
“John brings great value to Richardson with his demonstrated ability to work with C-suite customers of large, sophisticated organizations. He understands the subtleties of a conceptual sale and the operational, quality, and financial metrics of an exceptional business service organization.”
In leading ESI International, Elsey substantially grew revenues and margins while spearheading the growth and integration of the Americas, EMEA, and APAC businesses. He also established product development priorities and the go-to-market and brand strategy.
“I look » Continue Reading.
Philadelphia, PA — April 24, 2015 — Richardson, a leading global sales training company, announced today the launch of a new and improved, back-end, real-time reporting analytics platform that will further enhance the effectiveness of their award-winning, mobile sales training reinforcement tool, Richardson QuickCheck® powered by Qstream®.
Richardson QuickCheck is an e-mail-based program that leverages salespeople’s mobile devices in order to deliver daily, bite-sized learning that is designed to help reinforce and sustain the knowledge and skills taught in Richardson’s sales training programs.
The new reporting analytics platform includes real-time performance heat maps that continuously analyze and present data, enabling a real-time understanding of how users are adapting to the desired behavior change and where additional coaching and skill development may be needed. QuickCheck analytic data is now able to be filtered, analyzed, and exported in many different ways through Qstream’s flexible tagging system.
The platform provides management and administrators with a set of new and standard sales management dashboards that feature hierarchical views that drill down on individual reps, team, and region performance. These new dashboards also provide weekly snapshot reports that display performance and engagement summaries, as well as proficiency comparisons within and across groups.
“At Richardson we regularly counsel our clients that training cannot be an event; it has to be bigger than three days of relevant learning and great facilitation in order to get behavior change back on-the-job. It » Continue Reading.
New Richardson Research Study Identifies Biggest Sales Challenges for 2015
Philadelphia, PA — March 25, 2015 — Richardson, a leading global sales training and sales effectiveness company, announced today the launch of a new research study, 2015 Selling Challenges.
This study, written by Michael Dalis, a Senior Consultant at Richardson, and SVP Marketing, Jim Brodo, highlights results from a survey that Richardson conducted at the end of the 2014 with field sales representatives, senior sales professionals, and sales leaders to gauge what they felt would be their biggest selling challenges during 2015. The survey received more than 370 responses globally, mainly from B2B industries.
The survey focuses on prospecting, retaining and growing client relationships, and pricing/closing. The results from the study allow the reader to gain insight into the potential challenges that his/her sales organization may face in 2015 and plan how to overcome these obstacles. Some of the critical challenges that respondents felt they would face include:
18.59% of respondents said gaining appointments is the biggest prospecting challenge in 2015. 30.11% of respondents said providing insights and challenging clients is the most difficult challenge in expanding relationships in 2015. 30.61% of respondents said competing against a low-cost provider is the biggest challenge to closing a deal in 2015.
“The results of the survey support what we see in the market, working with thousands of sales reps and managers each year. It validates sales leader concerns » Continue Reading.
Philadelphia, PA — March 3, 2015 — Richardson, a leading global sales training and performance improvement company, has been named to TrainingIndustry.com’s 2015 Top 20 Sales Training Companies list for the seventh consecutive year. The Top 20 list recognizes the top providers for sales training services and technologies, and Richardson is one of seven companies included in the list each year.
Richardson develops customized sales training programs that change behaviors and provide measurable results. From assessing talent and developing sales teams through verifiable outcomes, coaching, and reinforcement, Richardson employs effective learning methodologies that draw on the best of interpersonal interactions to help build individual and organizational capabilities. Richardson has spent 30 years examining every type of sales conversation — deconstructing them, rebuilding them, and making them learnable and repeatable for each stage of the sales cycle which Richardson has covered in their eBook, The Sales Conversation Pendulum.
Richardson has been recognized for providing outstanding service and a proven track record for delivering superior training and improving the impact of sales organizations. Inclusion to this year’s Top 20 Sales Training Companies list was based on the following criteria:
Industry recognition and impact on the sales training industry Innovation in the sales training market Company size and growth potential Breadth of service offering Strength of clients served Geographic reach
“Being named to Training Industry’s list for the seventh consecutive year is a great accomplishment and » Continue Reading.
Richardson and Training Industry, Inc. Release New Research, Best Practices in Design and Delivery of Sales Training Programs
Philadelphia, PA—January 16, 2015— Richardson, a leading global sales training and performance improvement company, and Training Industry, Inc. announced that it has launched a new research report, Best Practices in Design and Delivery of Sales Training Programs.