What’s Inside
Sales management is more than just one skill: it requires a dynamic set of capabilities.
Today’s sales organisations require leaders to wear many hats throughout the day or even in a single conversation.
The Sales Management Capability Framework is a collection of 5 core sales management capabilities supported by 25 behaviours that managers need to enhance their team’s effectiveness.
Additional Sales Enablement Resources
![a customer success manager meeting with a group of clients - shaking hands because the group just improved their relationship.](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt6dff7ad2a2df1408%2F66ce1a12a4dc3375f2d7c49d%2Fcustomer-success-enablement.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=142&s=c7398dd4a17d358506c206228e49be4e)
3 Proven Strategies for Effective Customer Success Enablement: Boost Retention and Growth
Discover how to enhance your Customer Success Enablement with key strategies for defining competencies, continuous learning, and aligning training with the customer lifecycle. Learn how to boost retention, improve CSM effectiveness, and drive long-term growth for your organisation. Explore actionable insights and best practices to elevate your CS programme.
Blog
![woman sitting on chair with rating level stars graphic to demonstrate the idea of the importance of a sales competency rating system](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltc55a7f18047c6b7f%2F66d08706ed20cf86ffc33917%2Fsales-competency-rating-system.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=133&s=459119806bdb60cfa98838e5a9190e38)
How to Create a Sales Competency Rating System
Discover the key steps to building a sales competency rating system that drives consistency through objectivity. Learn about rating scales, performance indicators, and aligning competencies with job roles to enhance sales team development and career progression.
Blog
![picture of a city skyline from the perspective of a person looking up from the street](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltc4d4978a4e7197d7%2F66c64af4c711717af669b681%2Flexisnexis-sales-training-success-story.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=143&s=e642a20055093c12f48bfe0d7886e79a)
LexisNexis Makes the Buying Experience their Differentiator
Learn how LexisNexis' partnership with Richardson helped them make the buying experience their differentiator.
![diverse group of smiling business persons shaking hands in modern office lobby](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltad9983920573a422%2F64ff90ac9bcd1b74e31cf25d%2Fsales-engagement-vs-sales-enablement.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=173&s=a55bb5682f8dfc7a0b1f865b8355013c)
Sales Engagement vs. Sales Enablement: Finding The Winning Formula
Explore the pivotal distinctions between sales enablement and sales engagement. Elevate your sales strategy, empower your reps, and drive revenue growth with insights from our comprehensive guide.
Article
![two sales enablement professionals outlining their sales enablement framework on a white board with post-its](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltc9745f932ed0da34%2F651c4519ecf48b7072c37f40%2Fbuilding-sales-enablement-framework.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=148&s=5089c304f0fbafd716593606f77c28cb)
Building a Sales Enablement Framework
Discover how a well-defined sales enablement framework can supercharge seller productivity and customer engagement.
Article
![buyer journey white paper 2](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt54f21c9fadc8135f%2F6160b5bb510c997409a5e98b%2Fbuyer-journey-white-paper-2.png?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=164&s=3910f610cba9cbdd74f5ceda6a32ed79)
Brief: Enabling Sales Teams Through the New Buyer's Journey
In the brief, Enabling Sales Teams through the New Buyer’s Journey, we break down the specific selling skills needed at each phase of the buying journey.
Brief
![online sales training benefits 2](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt4ccf11c337302a54%2F6160b02620f2e7715c60c077%2Fonline-sales-training-benefits-2.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=213&s=e377477a55872765094bd0c830cd4fe9)
The Benefits of Sales Enablement Tools for Sales Managers
Sales enablment tools help sales managers perform at a higher level. Learn about the ways leveraging these tools will drive business for your organisation.
Blog
![sales enablement productivity featured](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt0a70ccb0a3992f77%2F6160b576b5a5c062b47a4853%2Fsales-enablement-productivity-featured.png?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=213&s=fc26df7f4e8761fcb51b556224081d84)
How Sales Enablement Tools Can Increase Efficiency
A Day In the Life of a Sales Rep: Advice on How Sales Enablement Tools Can Increase Efficiency and Success from SAVO CEO, Mark O’Connell.
Blog
![aligning sales marketing](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltd1c9949541dd908f%2F6160b88b1194c7652c4c02f7%2Faligning-sales-marketing.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=153&s=a2396f609da256e0270f98b355f7b3ef)
The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales
Sales and operations alignment is the first step to increasing sales. Discover how to align your marketing, operations, sales, and finance for better profitability.
Blog
![creating a coaching culture](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fbltb5a0509d5f100f9f%2F6160bb848c1fd9772250e405%2Fcreating-a-coaching-culture.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=213&s=a0d1db8d0918a31cc498717e0bc06fde)
White Paper: Creating a Culture for Coaching
Creating a culture for sales coaching ensures coaching becomes a regular activity within the organisation leading to improved performance across the team.
White Paper
![importance of enablement in sales training planning](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt4b109dbd6e470b13%2F62759152d2794936634faab7%2Ftraining-enablement-sales-training-connection.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=160&s=e529878e1a30183b44b8f8bad69ada92)
How to Enable Training for Your Sales Team
Training enablement & sales training are linked. Learn how training enablement is critical in supporting the methodology taught in training.
Blog
![sales enablement productivity](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt094ee6f7c7bee92f%2F6160b5758c1fd9772250e369%2Fsales-enablement-productivity.png?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=50&w=320&h=213&s=0db33749d8d8b4cdcca07450f6ef5694)
How Sales Enablement Improves Productivity and Effectiveness
Sales enablement is increasing common in the lexicon of the sales organisation. Discover why sales enablement will drive productivity and effectivness in your organisation.
Blog
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Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.