Category Archives: Sales Enablement

April 16th, 2014

Richardson Partners with SAVO to Maximize Sales Training Investments

Maximize Sales Training Investments

Richardson Partners with SAVO to Maximize Sales Training Investments

Richardson is very excited to formally announce a partnership with SAVO, the market leader in sales enablement. Together, the two companies have developed SAVO Sales Process Pro Richardson Edition™, an application that allows sales and marketing leaders to reinforce training and execute best practices through coaching at each stage of the sales cycle. Integrating seamlessly with CRM solutions, the application helps to improve productivity and sales forecasts and ensure overall deal quality.

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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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August 28th, 2013

How to Fix Common Problems with Sales Training Transfer

sales-training-transfer

How to Fix Common Problems with Sales Training Transfer

I find it interesting that so many in our profession (and our company leaders) want to talk about how to determine sales training ROI (or Return on Expectations), but don’t want to focus on how to get the learning from courses actually used in the workplace. To me, that’s like wanting to determine the effects of fire on wood and putting your wood in sunlight, hoping it bursts into flames so you can study it. It’s folly. Without transfer, you won’t impact business outcomes and you won’t deliver a return, however you measure it.

A Recent Reminder of Sales Training Transfer Obstacles

I attended the Dallas ASTD Southwest Learning Summit recently and was in the audience for Steve Lee’s presentation on incorporating gamification principles in scenario-based elearning. It was a strong presentation and Allen Interactions is doing a lot of great work, as are many of the leading elearning/content development companies.

A lot of things that Steve shared made sense and were impressive, but one thing really resonated with me, as an indication of our problems with sales training transfer.

Describing what one company learned as a result of their experience, he said (paraphrased):

“They [the learners] did okay in training, but thought they knew better on the job.”

In other words, the participants learned the content (knowledge) and could demonstrate judgment to select » Continue Reading.

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August 12th, 2013

The Richys, Recognizing Excellence in Salesforce Enablement

salesforce-enablement-richys

The Richys, Recognizing Excellence in Salesforce Enablement 

We get to see and test-drive a lot of sales support and enablement tools at Richardson. And, as a leader in sales training and performance improvement, we know a winner when we see one.

We created the Richys in response to the great feedback from our post on Top 10 Disruptive Sales Technologies and as a way to recognize cool, innovative, and standout products that make an impact on improving sales effectiveness and efficiency. The Richys – the latest addition to our blog, Richardson Sales Excellence Review – will offer unbiased reviews of some of the great products and services in the sales ecosystem.

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August 2nd, 2013

Creating a Culture of Accountability for Sellers and Enablers… and Why it Matters

Culture of Accountability

Creating a Culture of Accountability for Sellers and Enablers… and Why it Matters

Today’s blog post appears courtesy of Daniel West, Executive Vice President, Strategy & Corporate Development at SAVO Group

Look closely at any enterprise level sales organization today and you’ll likely find a team struggling with a common set of issues:

“There’s too much information and I can’t find the stuff I need when I need it.” “My sales team can’t adapt quickly enough to new messaging and go-to-market initiatives.” “It takes too long for our new sales hires to get up to speed and be productive.” “Our sales process isn’t delivering an accurate forecast or predictable revenue.”

Do any of these challenges sound familiar to you?  If so, don’t worry.  You’re not alone…whether you’re a sales rep in the trenches, a sales leader managing a territory, or a CEO struggling to get the value you expected out of your sales investments, these are all very common roadblocks.

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May 3rd, 2013

25 Top Sales Tools – Richardson Sales Blog

25 Top Sales Tools for Sales People

When you think of typical sales tools, CRM software and services, such as Salesforce.com, likely come to mind. While CRM is certainly an important aspect of a salesperson’s job, it’s by no means the end-all-be-all. In order to effectively prospect and sell, sales people and managers can and should take advantage of a host of tools and applications to guide their activities and help their efforts.

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