Category Archives: Sales Training

January 13th, 2017

What Trends Are Shaping Sales Organizations’ Learning Needs?

Sales Trends from Andrea Grodnitzky

Learning needs are influenced by the selling environment. The current sales environment is demanding, filled with more informed buyers who expect increasing amounts of responsiveness and attention. Sellers need to upskill to meet the needs of their clients and ensure they are generating revenue for their companies.

In a recent interview with Chief Learning Officer Magazine, Richardson’s new CMO, Andrea Grodnitzky, took a moment to provide her insights into the trends that are likely to influence the learning needs of sales organizations in 2017.

Chief among these insights was a need for solutions that respect the time constraints sales professionals constantly face by finding innovative solutions that are as effective as they are convenient. Click here to learn more about 2017 trends in learning and development for sales organizations.

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December 22nd, 2016

Happy Holidays From Richardson

Best wishes for a happy holiday season and our sincere thanks for your loyalty and goodwill throughout the year!

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December 20th, 2016


Future of Selling in 2017

This is the little-known story of how Albert Einstein changed sales performance forever*. And, though history may not be your thing, this story may help you strengthen your performance next year and beyond.

You have probably heard of Einstein’s Theory of Relativity and how he defined insanity. What is not nearly as well known about Dr. Einstein is that he had a little brother named Bob. Bob sold time shares back in Germany and complained constantly about his goals, his customers, and his performance, so much so that his friends started to call him “Whine-stein.”

One year, after Thanksgiving dinner, as Albert and Bob watched football on TV, Bob begged his big brother for help. Albert promised to study the problem and get back with him before the new selling year began.

Dr. Einstein put his other work on hold and devoted himself to the study of Bob’s sales performance. What he found was that Bob put in the same strong level of effort each year; however, his quota kept increasing, and the external environment kept changing. This was the source of Bob’s frustrations. Thus, Albert Einstein developed what he called “The Theory of Sales Agility.” The theory held that:

For a salesperson to continue to make quota in a dynamic environment, he or she must continually evolve with these changes by committing to perfect one new aspect of client engagement per quarter – focusing on selling more effectively or » Continue Reading.

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December 8th, 2016

3 Ways Video Learning Transforms Good Sellers into Great Sellers

video learning and training effectiveness

Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geographically dispersed teams. That’s why it is not surprising to find that it is being utilized more and more frequently in both in-class and online learning environments. Here are a few reasons why video-based instruction is so powerful:

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December 1st, 2016

Are Companies Setting Their Sellers Up for Success?

How to create an environment for seller success

Selling has never been an easy profession. Sellers have always been faced with rising quotas, pricing pressures, new competitors or competitive technologies, and other roadblocks. But now, there are added degrees of complexity, with buyers just a web search away from answers they used to get from sales professionals.

The selling environment, the tools of the trade, and the sales cycle itself have been forever transformed by technology, globalization, and always-on connectivity. Yet, the foundational sales skills remain as relevant as they ever have been: preparation, needs dialogue, consultative selling, and so on.

Research: Aligning Learning and Development Initiatives with Sales Goals

Sales training and sales effectiveness have been a cornerstone of many company initiatives to grow profitable business, increase revenues, and drive efficiencies. What is needed now is for Learning and Development (L&D) to align the competencies of its sellers with the skills to succeed in dynamic environments. This involves the mastery of customer engagement strategies that are able to adapt to where each customer is along the path to closing a sale so sellers can participate in shaping opportunities and positioning their offerings accordingly.

Are companies currently setting up their sales personnel for success? Are they targeting sales competencies that reflect the 21st-century business landscape? To find answers, Training Industry Inc. and Richardson conducted a study in the fourth quarter of 2016: “Aligning Sales Competencies in Learning and Development.”


The confidential » Continue Reading.

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November 17th, 2016

New Sales Training Research: Aligning Sales Competencies in Learning and Development

sales training research for reaching business goals

Is your company setting up its sales personnel for success? Is it targeting sales competencies that reflect the 21st century business landscape? Our sales training research reveals some answers that might surprise you.

In Q4 of 2016, Richardson and Training Industry, Inc. partnered to perform new sales training research, surveying 288 companies across more than 14 industries that ranged in size from less than 100 to over 50,000 employees to examine organizations’ approaches to identifying and developing sales competencies.

Download the full report here.

The goal of this sales research project is to provide sales organizations and L&D professionals with insight to help them develop sales training programs that better align with the goal of helping sales professionals master the competencies that are most important for business success.

Sales Training Research Results

The study found that there are significant gaps between the sales competencies reported to be most important for business success and the competencies that are effectively developed through training. Specifically, the research suggests a widespread gap in the effectiveness of training for the following competencies:

Targeting buyers Prospecting opportunities Knowing the market Understanding customer needs Effective presentation skills Expanding current accounts

Potential causes of this gap are a mismatch between training goals and business goals and lack of consistency in training across departments.

Additional Research Findings

This research also offers insight » Continue Reading.

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September 27th, 2016

Content Innovation: New Modalities for New Learners

New Sales Training Content for New Learners Perferences

I often talk about today’s multi-generational sales organizations and the challenges presented by millennial learners. I ask clients:

“What will it take to engage your learners?”

From London to New York to San Francisco, the answers are surprisingly similar, and whether I’m talking with sales leaders or corporate learning leaders, there is broad consensus about what is required:

To engage today’s learners, training has to be flexible, personalized, bite-sized, relevant, provide meaningful data, and be accessible on demand across a wide range of platforms and devices.

As I discussed in the first post in this series, The Future of Sales Training: Innovation for a Salesforce in Transition, there are more millennials in the U.S. workforce than any other generation. They have a very different relationship with information and technology than previous generations, and they want relevant content delivered to them in ways they recognize and can access easily and quickly.

New Learners Expect Higher Levels of Quality

The answer to accelerating learning across generations is to meet learner’s expectations when it comes to the types and quality of content in training programs. Younger learners have higher expectations about the quality of video content, course materials, and the online learning experience – the same stale training materials won’t cut it for the new generation.

Meeting the expectations of these new learners doesn’t mean throwing away all past » Continue Reading.

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September 22nd, 2016

The Future of Sales Training: Innovation for a Salesforce in Transition

The Future of Sales Training

Whenever I speak at conferences or with clients their training needs, I ask this question:

“What will it take to engage your learners?”

From London to New York to San Francisco, the answers are surprisingly similar, and whether I’m talking with sales leaders or corporate learning leaders, there is broad consensus about what is required:

To engage today’s learners, training has to be flexible, personalized, bite-sized, relevant, provide meaningful data, and be accessible on demand across a wide range of platforms and devices.

Significant innovation is necessary in corporate training in order to meet these expectations and address the changing needs of today’s sales organizations.

Not only are learners changing, but the business environment has changed significantly as well. Over the 37 years that Richardson has been helping organizations improve sales performances, the pace of business has grown faster, ultra-informed buyers come to the table having already researched their desired solutions, and productivity demands on sales professionals are considerably greater. Time has never been a more precious commodity, and sales professionals must spend it wisely, maximizing interactions with customers and minimizing days away from the field sitting in training classrooms. This makes it more important than ever to deploy the latest technology to efficiently train sales people and drive rapid, sustained, and measurable behavior change.

A Salesforce in Transition

A driving force behind the need for change is an emerging multi-generational salesforce increasingly comprised of members of the » Continue Reading.

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