Category Archives: Richardson QuickCheck

April 24th, 2015

New Reporting Analytics Platform Launched for Richardson’s Sales Training Reinforcement Tool

sales-training-reinforcement

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.

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March 31st, 2015

Sales Leaders Have a Role in The Retention of Sales Training

retention-of-sales-training

 

Sales Leaders Have a Role in The Retention of Sales Training

“Only 32% of respondents rate their organization effective at sustaining the impact of their sales training program.”

That sobering statistic comes from a recent research report by Richardson and Training Industry, Inc.

As a sales leader, you can have an impact on the retention of sales training, and it’s not as hard as it sounds. All you have to do is ask.

If you send a group of salespeople to sales training, and you want them to retain and use that training, you need to ask them what worked for them and how they’re using it. And, you have to do this repeatedly. People will give you what you ask for.

You might ask, “What is your plan is to use this particular piece of the training this month?” Then, the following month, you ask how it went — and what things are they going to work on next month.

The thing about salespeople is, if you give them a target, they’ll nearly kill themselves to achieve it.

The same is true about retention of training. If you ask them to apply it, and then ask them to share with you how it has worked — and then to give you additional examples of how it worked — that lesson will become embedded in the day-to-day workflow. Then, you move to the next skill » Continue Reading.

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November 15th, 2013

What Makes a Good Sales Training Reinforcement Strategy?

sales-training-reinforcement

What Makes a Good Sales Training Reinforcement Strategy?

A good sales training reinforcement strategy requires early planning. One of the biggest mistakes I see our clients sometimes make is waiting until after the training is over to think about the actual reinforcement plan. You need to be thinking about your plan well in advance. And ideally, you should split it up into three phases.

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October 4th, 2013

Richardson and its Clients Honored with Eight Brandon Hall Group Excellence Awards

Brandon-Hall-Group-Excellence-Awards

Richardson and its Clients Honored with Eight Brandon Hall Group Excellence Award

We are very excited to announce that Richardson and some of our clients were recently recognized with eight Brandon Hall Group Excellence Awards. The Brandon Hall Group Excellence Awards recognize excellence in learning, talent management, and marketing and sales training programs. The Brandon Hall Group Excellence Awards were announced on September 26, 2013, and included the following for Richardson:

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September 9th, 2013

What Is the Role of Technology in Sales Training Solutions?

sales-training-solutions

What Is the Role of Technology in Sales Training Solutions?

Adapted from interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group

Part two our series on applying key practices in learning and development to sales training solutions.

It is fascinating to witness the innovation that is taking place across sales and marketing. And we are seeing opportunities to leverage technology throughout the learning process. When trying to improve the effectiveness of your sales training solutions, you must consider how technology can help your efforts.

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February 25th, 2013

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall

Sales Training

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall – (Part 3 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

In my previous two posts, I presented the problem of sales reps falling victim to The Forgetting Curve and the solution of using a tool such as Richardson’s QuickCheckTM as a means to help sales reps commit what they’ve learned in training to their long-term memory. Let’s take a closer look at how it works and some of the benefits of using the QuickCheckTM after training your reps.

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February 21st, 2013

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact – (Part 2 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

When you invest in training your sales reps, you expect them to learn the new information, use the new skills, and adopt the new behaviors. However, as I outlined in my previous post, most people quickly forget what they learn in a matter of days. How, then, can you improve your sales reps’ ability to recall and, as a result, also improve the ROI of your sales training and move closer to the goals you set out to achieve through the training?

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