A bit about us

This is where it all began

The relationship between buyers and sellers has always been the lifeblood of every company, but it doesn't come without its challenges. For what seemed like forever, many salespeople jumped straight to selling products, without first stopping to learn what their prospects really needed. Customers rarely felt understood, and sales professionals never quite reached their full potential.

So in 1978, Linda Richardson, an English teacher-turned-management consultant, began teaching salespeople how to better relate to customers, listen more closely to their needs, ask better questions, and build trust. The approach worked, and Richardson eventually grew into a respected global brand. The company later joined forces with Sales Performance International and Doubledigit Sales to bring even more process and rigor to sales organizations.

Today, Richardson has helped more than 900 global clients and over 3.5 million people increase performance by customizing the training to their selling environment. We deliver more adaptable content, more useful technology, and more visible progress. It’s all about making training work in the real world that reps have to compete in every day.

Richardson's key differentiators

More Adaptable Content

With Richardson, you get more adaptable content – Instead of just giving your reps a rigid methodology, you’ll help them build agility with a wider range of capabilities they can leverage today, tomorrow, or in ten years.

More Useful Technology

With Richardson, you get more useful technology – Instead of boring, irrelevant eLearning, you’ll get a platform that delivers short burst, video-enriched digital assets integrated with your CRM to help reps get better deal by deal.

More Visible Progress

With Richardson, you get more visible progress – Instead of operating blindly, you’ll get helpful metrics that are connected to your systems so you can see in real-time how your reps are impacting business outcomes.

Local Experience, Global Expertise

Transforming large international sales organizations requires an understanding of how to balance driving a consistent global approach with the flexibility needed to sell in local markets. Here at Richardson, we take time to understand each client’s global sales footprint, their unique structure, and the critical selling skills that are needed to succeed in each region. We are proud to have over 100 of the most experienced facilitators worldwide who have trained two million sellers, in 50 countries and over 23 languages.