Client Issues We Have Addressed
for use on www.richardson.com:
Client Industry: Services
Client Need/Business Issue: Reduce Competitive Pressure
Richardson Solution Overview:
This global leader in the print media industry wanted to maintain its competitive market position by empowering its salesforce with a framework of consultative skills that complemented the company’s existing sales process.
As part of the end-to-end solution, our Richardson SkillGauge™ Consultative Selling diagnostic was administered to Sales Representatives to determine skill gaps. Using the diagnostic’s results as a foundation, Richardson customized a one-day Consultative Selling classroom session for Sales Representatives, reinforced by Richardson QuickSkills™ Consultative Selling eLearning as both pre- and post-work.
This “total team solution” also included a customized one-day Sales Management and Leadership classroom session for all Sales Managers to develop the skills necessary to conduct effective developmental coaching sessions. As a result, Sales Representatives have reported being more effective in applying their sales process and managing existing client relationships by differentiating their value earlier and throughout the sales cycle, and pro-actively identifying needs and new business development opportunities.
Back